Sales Fundamentals
What is the definition of proffessional sales?
The process of helping customers find solutions that meet their needs.
What is prospecting?
The process of identifying potential customers
What is rapport?
A positive, trust-based connection with a customer.
What is the first step of most sales processes?
Prospecting or Identifying potential buyers
What is an objection?
A concern or question a customer raises
What is the primary goal of a salesoersin?
To create value and better solutions for the customer.
What is a lead?
A potential customer who has shown interest.
What is active listening?
Listening with the intent to understand the speaker fully.
What is a needs assessment?
Identifying what the customer truly needs
What is trial closing?
Checking the customer's readiness to buy
What is a "value proposition"?
A statement that communicates the benefits and value your product offers.
What is the purpose of a cold call?
To introduce yourself and identify the customer's needs.
What makes follow-up important?
It shows reliability and builds long-term trust.
What is a sales pitch?
A presentation or explanation of your product's value
What is a common closing technique?
The "assumptive close", where the salesperson proceeds as if the customer has decided
A sales approach focused on understanding customer needs before offering solutions.
What is a CRM used for in prospecting?
To organize customer information and track communication
What is customer retention?
Keeping customers over time through positive experiences
What is a product demonstration?
Showing how a product solves the customer's problem
What is reframing an objection?
Turning a concern into an opportunity to provide clarity or value.
What is ethical selling?
Conducting sales in an honest, transparent, and customer-focused manner.
What is a "qualified prospect"?
A potential customer who has the need, budget, and authority to buy.
What is relationship selling?
Focusing on long-term partnerships rather than one-time transactions.
What is the purpose of a proposal?
To outline a recommended solution and pricing for a customer
What is the definition of closing?
Asking for and receiving the customer's commitment to purchase