Getting to know someone
A close and harmonious relationship.
Rapport
Require the respondent to answer without being given a finite amount of pre-selected answer to choose from.
Open-Ended
The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service.
Cold Calling
A potential customer
Lead
A personal or emotional connection between a customer and a business.
Affinity
Answered from a finite list of pre-selected answer options.
Closed-Ended
The set of repeatable steps in the sales cycle, from identifying potential customers to closing the sale.
Sales Process
The marketing process of gathering a list of potential customers who are interested in a product or service.
Lead Generation
The informal exchange of information between people and professionals with common interests.
Networking
Include or imply an assumption in the question itself.
Assumptive
A visual summary of potential customers in the various stages of the sales process.
Sales Pipeline
The idea of customers wanting to be like people who are similar to them.
Mirroring
The act of current customers referring new potential customers
Referrals
Have answers that can be interpreted differently.
Interpretive
A sales technique where salespeople ask customers if they would like to purchase more products or services.
Suggestive Selling
A process for determining and addressing the needs, gaps, or voids between current conditions and the desired outcome.
Needs-Assessment
Identifying of potential customers
Prospecting
What are the four types of questions that we talked about this week?
Open-ended
Closed-Ended
Assumptive
Interpretive
Spell the name of this class
M-A-R-K-E-T-I-N-G
Giving someone something so they feel compelled to give something back in return
Reciprocity