Need-Satisfaction & Service
This selling strategy focuses on identifying the customer's problems first, rather than pushing a product immediately.
What is Need-Satisfaction Selling (or Consultative Selling)?
This fundamental communication skill involves hearing not just the words, but the emotion and intent behind a buyer's statement.
What is Active Listening?
This is the very first step of a sales presentation, designed to capture attention and build rapport.
What is the Approach?
Historically, society has often held this negative stereotype of salespeople, viewing them as pushy or manipulative.
What is the "Snake Oil Salesman" (or Used Car Salesman stereotype)?
This is the most effective way to reduce anxiety and increase confidence before a sales presentation.
What is Preparation (or Practice/Rehearsal)?
In the need-satisfaction model, this phase must happen before you present a solution.
What is Need Discovery (or Needs Assessment)?
"I understand how you feel; others have felt the same way; here is what they found." This is known as the ______ method of handling objections.
What is the Feel-Felt-Found method?
A feature is what a product is; this is what the product does for the customer.
What is a Benefit?
Modern professional selling is critical to the economy because it stimulates this flow of goods and services.
What is Economic Exchange (or Commerce)?
This internal dialogue can either boost confidence or destroy it, depending on whether it is positive or negative.
What is Self-Talk?
According to the service-profit chain, high internal service quality leads to employee satisfaction, which ultimately drives this customer metric.
What is Customer Satisfaction (or Customer Loyalty)?
In persuasive communication, this term refers to the salesperson's credibility and trustworthiness.
What is Ethos?
This type of presentation aid allows the customer to physically interact with the product, increasing engagement and retention.
What is a Product Demonstration (or Demo)?
Unlike the "transactional" view of the past, modern society increasingly values selling that focuses on building these long-term connections.
What are Relationships?
Adopting a "Power Pose" before a presentation is a technique linked to this psychological concept of body-mind connection.
What is Embodied Cognition (or Non-verbal dominance)?
This term describes the "extra" value a salesperson provides through follow-up, training, and support, often differentiating them from competitors.
What is Value-Added Service?
This persuasive technique involves asking questions that guide the prospect to acknowledge the value of the solution themselves.
What is SPIN Selling (or Socratic Questioning)?
This critical step in a presentation involves asking for the order or the next step
What is the Close?
This code of conduct governs the moral principles of a sales professional, crucial for changing negative societal perceptions.
What are Sales Ethics?
A confident salesperson views an objection not as a rejection, but as a request for this
What is More Information?
A salesperson who acts as a strategic partner rather than just a vendor is often referred to by this title.
What is a Trusted Advisor?
Non-verbal communication, such as eye contact, posture, and gestures, accounts for approximately this percentage of the message received (according to the Mehrabian rule).
What is 55% (Accept 50-60%)?
To ensure a presentation flows logically, a salesperson should use these "bridges" to move smoothly from one topic to the next.
What are Transitions (or Bridge Statements)?
In the modern information age, the salesperson's role has shifted from being a "provider of information" to this role.
What is a Curator (or Problem Solver/Insight Provider)?
This mindset focuses on the belief that abilities can be developed through dedication and hard work, essential for resilience in sales.
What is a Growth Mindset?