Setting The Stage
This tool should be utilized as a guide before a sales call as well as a reference for later.
What is the Pre-Call Planning Tool
The 4 skills used in opening a sales call
What is Open the Call, Create Connection, Deliver the LPS, and Confirm?
Asking questions to uncover customer's needs, current situation and motivations
What is the purpose of the strategy of the "Discovering" phase of a sales call?
This type of sale professional is excellent at mapping customer's needs to the features and benefits of their products.
What is a Trusted Advisor?
In this step, the sales professional exudes confidence and helps the customer commit to the presented solution.
What is Gaining Commitment?
Building this is critical in the pre-call planning phase of a sales call.
What is Trust, rapport or creditability?
An example of Best Practices used in the opening of a sales call
What is using an LPS in a voicemail or email?
Examples of skills used during the discovery of a sales call.
What are asking open ended questions and active listening?
The 3 key steps to present a tailored solution to your customer.
What is transition, recommend, and connect?
Recap key needs and the benefits to the customer.
What is one key action needed to be done in closing the sales call?
These objectives guide you toward the desired outcome and then indicate if you are successful throughout the sales call.
What are the S.A.M. Objectives?
An example of a positive performance outcome in the opening of a sales call.
What is a warm connection and communicate and gains mutual agreements for the purpose of the call?
Creating Engagement & Working Through Early Price Requests
What are examples of best practices used in the discovery phase of a sales call.
An example of using vocal qualities when presenting your solution.
What is demonstrating passion and enthusiasm to provide solutions to the customers problems?
This will help the customer be confident to move the sales process forward.
What is the purpose of summarizing the key benefits of Stago, based on the needs of the customer?
This exercise is a reflection that ensures precise follow-up, which contributes to building trust and creditability with the customer.
What is Post-Call Planning?
Show genuine enthusiasm for the way that you represent Stago and the opportunity to work with your customer.
What is an example of a key skill used in opening a sales call?
Plan an effective questioning strategy and active listening
What are ways to engage with the customer and successfully uncover their needs?
Recalling these from discovery will help you to relate with the customer and tailor your presentation accordingly.
What are the customers' quality words?
Present the customer with the specific next steps and set the proper expectations of BOTH Stago and the customer’s participation to achieve success.
What is the purpose of the defining next steps for your customer?
The 4 aspects of communication to optimize when interacting with your customer in order to create your professional presence.
What are words, vocal qualities, body language, and messages?
1 of the 5 critical areas of focus when gaining an understanding of the customer's needs.
What is impact, customer situation, customer needs and challenges, people and relationships, buying process, or options and alternatives.
These types of questions promote meaningful dialogue and enhance customer interaction.
What are open ended questions?
Utilizing social proof, addressing alternative solutions, and acknowledging consequences are all best practices for this stage of the sales process.
What is strengthening the solution?
Have confidence in their decision and be clear about what is needed from the customer to move forward.
What is one benefit of the customer giving a commitment to move to the next step in the sales process?