Selling 11.0
Your primary tool for persuading while speaking to an audience is this.
What is your voice?
The most important step in negotiating is the first step, which is . . . .
What is preparation?
This selling premise is getting customers to try something they normally would not try on a regular basis. This is based off something that is new or exciting. A customer might not normally get this product or service, but because it is new, different and exciting they're willing to give it a try.
What is suggestive selling?
This type of selling is getting customers to add on to their order (Big Gulp vs regular size, Large Fries vs smaller size, designer jeans instead of stock jeans, iPhone 10 versus iPhone 8, etc.).
What is upselling?
The customer buys a dress shirt. The salesperson shows the customer ties that work well with the dress shirt or a sport jacket. This is a certain type of selling and it is called . . . .
What is cross selling?
A discussion between two parties with a goal of reaching an agreement on issues that separate them when neither party has the power (or the desire to use its power) to force an outcome.
What is negotiation?
This negotiation technique uses a collaborative strategy driven by mutual interest/gain and takes on several issues at a time. This technique results in win-win situations.
What is integrative negotiation?
Forming a long-term relationship to create mutual gain might be this type of negotiation.
What is integrative negotiation?
The acronym BATNA stands for . . . .
What is Best Alternative To A Negotiated Agreement?
Purchasing products or services, like when we buy a car or a house. Ours and their interests are usually self serving. This is called a ---------- negotiation.
What is distributive negotiation?
If the process of negotiation breaks down and agreement cannot be reached or if a stalemate is apparent, maybe it's time to do this.
What is push the pause button?
When a negotiation is complete and you are happy with the results and the other party says YES, it is time to do this.
What is shut up?
This negotiation technique refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. It is also known as zero-sum, or win-lose negotiation.
What is distributive negotiation?
An objection should not be construed as a deal breaker. An objection is merely . . . .
What is a call for more information and what is a buying signal?
This type of bargaining follows integrative negotiation. It is a strategy in which parties collaborate to find that win-win.
What is interest based bargaining?
What is positional bargaining?
ABC is an acronym in sales for . . . . .
What is always be closing?
Verbal stop signs are phases you should never use. Name two.
What is Trust me, I’m going to be honest with you, Take it or leave it, any type of slur….or inappropriate statement.
This is based on everything a business person or sales person says or does prior to asking for the business.
What is closing?
Taking care of leads are very important. The two top ways to convert leads into paying customers are as follows:
What is don't make the leads wait and what is qualifying the leads?
One of the most important and common tools for persuasive writing is AIDA. This means . . .
What attention, interest, desire and action?
This is an event that indicates a prospect is more likely to purchase your service or product. Any new opening for a sales opportunity is also considered this signal.
What is a buying signal?
There are many types of buying signals. Name two.
What is
•When the person pauses or takes “time-out”, Positive nodding of the head, Smiles, laughs, Brings in an associate or solicits input from others, Asks about terms of sale, Leans forward often, Relaxed mannerisms, RECOGNITION made about your company, product line, brand and or program elements, Asks you to repeat yourself, Asks if the product comes in various sizes, shapes, packs, colors, Asks when they might be able to receive the goods, Asks which distributor carries the product locally.
Any person who indicates interest in a company's product or service in some way, shape, or form.
What are leads?
When should a sales person attempts to close the sale.
What is when the buyer is ready to buy ! Closing: EARLY and OFTEN After mentioning strong points After overcoming an objection.