Terms and Definitions
A statement used to connect product features to benefits is called this.
bridge statement?
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
A potential customer who is close to purchasing but not quite ready yet is called this.
hot prospect
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
This is the visual representation showing where prospects are in the buying process.
sales pipeline
___________ 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)
The comparison of the benefits of a solution with its cost is called this.
cost-benefit analysis
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
A potential customer who meets the ANAR conditions is called this.
qualified prospect
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
These percentages show how many prospects move from one stage of the sales process to the next.
conversion ratios
When the salesperson and customer combine their expertise and knowledge to define the solution with the optimal value, this is called ____________.
Co-creation
A description of the type of customer most likely to benefit from your product is called this.
ideal customer profile
Traditional marketing methods like TV, radio, telemarketing, and direct mail are known as this.
outbound marketing