Prospecting
Name one method used to gather information about potential leads.
What is cold calling, social media research, networking, or CRM searches?
What is typically the first step in a professional selling process?
What is approaching the customer?
What is a common customer objection related to pricing?
What is "It's too expensive"?
What is the term for the ability to understand and share the feelings of another?
What is empathy?
What does the term "buyer persona" refer to?
What is a semi-fictional representation of your ideal customer based on data and research?
What does the acronym BANT stand for in lead qualification?
What is Budget, Authority, Need, and Timeline?
During which step do you identify the specific needs of the customer?
What is the needs assessment?
How should a salesperson respond to the objection, "I need to think about it"?
What is ask follow-up questions to understand their concern and reframe the value?
Name one non-verbal cue that can indicate a customer's interest.
What is eye contact, leaning in, or nodding?
Name a demographic factor that can influence buying decisions.
What is age, income, gender, education, or occupation?
Explain the difference between a lead and a prospect.
What is a lead is a potential contact, and a prospect is a qualified lead who fits your ideal customer profile?
Name a technique used during the closing phase to finalize the sale.
What is the assumptive close, the summary close, or the alternative close?
What technique involves agreeing with the customer before addressing their concern?
What is the "yes, and…" or "feel-felt-found" technique?
Why is it important to ask open-ended questions during a sales conversation?
What is to gather more information and build engagement?
How can understanding a customer's pain points improve your sales approach?
What is it allows you to position your product as the best solution?
What is the term for identifying potential customers who may have a need for your product or service?
What is prospecting?
What is the purpose of the presentation step in the sales process?
What is to show how the product or service meets the customer's needs?
How can active listening help in overcoming objections?
What is by showing empathy, gaining clarity, and allowing the seller to tailor their response?
Explain how tone of voice can impact a sales call.
What is it can build trust, convey confidence, and influence how the message is received?
Describe the difference between B2B and B2C customers.
What is B2B sells to businesses and focuses on ROI, while B2C sells to individuals and focuses on emotional appeal?
Describe a strategy to re-engage a cold lead.
What is sending a value-based follow-up email, offering a new solution, or referencing a past conversation?
Explain the importance of follow-up after a sale is completed.
What is to ensure satisfaction, build relationships, and open the door for repeat business?
Describe the feel-felt-found method of handling objections.
What is "I understand how you feel. Others have felt the same, but they found that..."?
What is active listening, and why is it crucial in sales?
What is fully focusing on the speaker to understand their needs, helping build trust and uncover deeper insights?
What role does customer feedback play in refining your sales strategy?
What is identifying gaps, improving products, and building trust?