Terms and Definitions
An interaction that a salesperson has with a prospect or current customer is broadly known as a
Sales call
Which term refers to questions that do not provide an answer choice, but instead, have an infinite number of possible responses?
Open-ended questions
__________ questions are used to gain insight regarding facts, data, and other basic information.
Situation
Indications the customer is ready to purchase are known as ___________.
Buying signals
A statement that emphasizes the unique value and benefits a product or service provides for someone is known as a -----
Value proposition
....is the first stage of a sales call, when the salesperson introduces themselves, builds rapport, gains the buyer’s attention, and sets an agenda.
Approach
Questions that offer a response choice or choices called
Closed-ended questions
___________ questions may be used to uncover both known and unknown obstacles that the prospect or customer hasn’t recognized yet.
Problem
When you ask questions to assess the customer’s incremental commitment to the offering, you are making ____________.
Trial closes
The LAARC Method stands for ------
Listen, acknowledge, assess, respond, and confirm
The ...........phase of a call is when the salesperson uses strategic questioning to uncover the prospect’s or customer’s needs and wants.
Discovery/ needs identification/ need assessment
The purpose of the Approach is to...
Develop a common connection and move the relationship from a place of uncertainty to one of comfort, credibility, and value.
___________ questions encourage the prospect or customer to act urgently to solve the problem in order to reap the benefits of the solution, which often means more time, money, or mental well‑being.
Implication
The term ______________ is the net benefit expected from a given investment.
Return on investment (ROI)
WHEN is the best time TO CLOSE?
The best time to close is when the buyer is ready to be closed
Which term refers to the phase in which the salesperson proposes the potential value the prospect or customer will receive by using the product or service in a value proposition?
Presentation
The _________ opening is a very useful technique to leverage a previous customer or mutual connection (with a positive relationship) who believes the customer can benefit from your offering.
Referral
Without efficient and effective __________, it is impossible for the salesperson to create value propositions based on a prospect’s or customer’s needs and wants.
Listening
Persuasive sales presentations typically include a transition stage where dialogue shifts from a __________ appeal to an ____________ appeal.
Logical/emotional
It a method used to RESPOND TO OBJECTIONS ..
LAARC Method
When you ________, you ask for a commitment from the buyer.
Close
Salespeople should recognize that ____________ about what the prospect or customer needs or wants is a barrier to the discovery phase.
Making assumptions
When the salesperson and customer combine their expertise and knowledge to define the solution with the optimal value, this is called ____________.
Co-creation
While ____________ is relatively standard in many presentations, it can encourage one‑way communication.
PowerPoint presentation
Components the sales meeting
1- Approach (intro + rapport building)
2-Needs Discovery
3- Presentation
4- Handling objections
5- Close