Sales Development
Identifying your emotions, practicing humility, and practicing active listening are manifestations of this type of intelligence.
What is Emotional?
Numbers, data, and logical are typical traits of this personality type.
What is Analytical?
True or False: Assuming a customer will be sensitive to price is always a good place to start.
What is False?
"Why is adopting a new lead management software important to your business?" is an example of this type of question.
What is Ponder?
This is the condition or scenario in which a sales opportunity finds a sales person.
What is Inbound Sales?
Sales people who routinely include these in their planning have greater success.
What are Goals?
This type of personality is likely to feign agreement during sales interactions.
What is Amiable?
Presenting information to a prospect or customer in a way that they see value is an example of this communication skill.
What is Framing?
"What impact would a 20% increase in productivity have you your business?" is an example of this type of question.
What is Application?
The following is an inappropriate action to include during discovery.
A. Plan next steps
B. Propose product or services
C. Clarify key points of interest
What is B. Propose product or services?
This includes goal setting, action plans, execution or implementation strategies.
What is a sales development plan?
Utilizing stories and experiences is an effective way to sell to this personality type.
This communication skill, when utilized by a salesperson, allows the customer or prospect to feel heard when stating an objection.
What is Acknowledge the Concern?
A good salesperson utilizes this type of question to open discussions with a prospect.
What is information?
Setting a specific date and time for a proposal or presentation is part of this process.
What is Discovery?
This part of the sales proposal outlines the expectations of parties to an executed sales transaction.
What is Terms and Conditions?
What is approach-approach?
This type of conflict occurs when we are attracted to two or more options but may choose only one.
These statements are effective in helping a stuck prospect move toward a decision.
A style of interaction where a series of questions is utilized to build trust with a prospect is said to follow this.
What is the Socratic Method?
Authority is an element of qualification within this framework.
What is B.A.N.T?
What is giving it a human character or personality?
True or False: Account management is a part of the sales process.
What is True?
One of the four steps in handling objections is not:
What is D. Discuss the product’s fit for the company?
True or False: Asking questions that allow prospects or customers to evaluate their circumstances is a poor way to resolve objections.
What is False?
Taking notes and observing body language, tone, words, and non-verbal cues is an example of this.
What is Active Listening?