The Presumptive Republican nominee for President of the USA
Who is Donald Trump
100
Step 1 in the 4 Step Approach
What is Understanding the prospects current business initiatives and circumstances
100
Type of rep, requiring the lowest level of knowledge and skill. Has no agenda, often called "Route Reps"
What is the Professional Visitor
100
The 1st step in the selling cycle. Must be clear, but can be brief. Sets the tone, proposes the agenda, checks for acceptance
What is the Opening
100
One of the personal benefits you will gain from becoming a Sales 2.0 Rep. Customer will be able to see it in you.
What is confidence
200
The Key to 2.0 Conversations
What is Build Partnerships and Relationships
200
The 2nd Step in the 4 Step Approach
What is Explore in-depth their ordering process
200
The rep who only talks about being "lowest price" and focuses on little else
What is the Low Price Provider
200
The 2nd Step in the Cycle ... helps the rep understand what direction to go in with the presentation
What is Probing
200
The Winners of the 2016 NCAA Mens Basketball Tournament
Who is Villanova
300
In the Buying Cycle: Identify your IDEAL prospect with Key Characteristics that will ensure your success
What is Suspect/Prospect development
300
Step 3 in the 4 Step Approach
What is Discover the value you can bring that will differentiate you
300
The President of FSIoffice
Who is Diane Godwin
300
Where the bulk of your time will be spent ... but can't happen until Step 1 and 2 are done well. Talk about features/benefits
What is Proposing/Presenting
300
The name of the game is winning new business. The goal of a Sales 2.0 Rep
What is closing more business
400
The Process in the Buying Cycle when you uncover the most pressing business and process needs
What is "uncovering"?
400
4th Step in the 4 Step Approach
What is Communicate using a Power Statement
400
Where all reps should aspire to be, at a minimum! Bringing real value to the customer. Ask great questions to uncover needs
What is the Solutions Provider
400
These two teams that competed in the NBA Finals
Who are the Cleveland Cavaliers and the Golden State Warriors
400
A Natural Bi-Product of becoming a Sales 2.0 Rep might be this. Customers begin to perceive you differently.
What is having improved professionalism
500
The Crucial Step in the Buying Cycle, where you leverage the information you have gathered
What is creating a Value Based Proposal
500
The presumptive democratic nominee for the office of the Presidency
Who is Hillary Rodham Clinton
500
The ultimate goal as a sales rep. Requires the highest knowledge and skill. Usually selling to a higher level person, understands the customers needs. Often called a "partner"
What is the Trusted Advisor
500
Can't be done too soon ... but when you see the buying signals, don't delay!
What is Closing
500
Lastly, what you can hope for as a Sales 2.0 Rep
What is gaining purposeful, solid and meaningful relationships!