Sales Process
First step of the sales process
What is the approach?
During a meeting or conversation, this is a method to show the customer that you are paying attention.
What is active listening with a head nod, leaning forward, or taking notes?
"I understand how you feel, others have felt the same way, but what they found is that this product saves time" is which negotation technique
What is the Feel, Felt, Found technique?
To value others and their opinions.
What is respect?
Way to schedule your day with a clear plan.
What is to use a daily calendar, to-do list or agenda?
Features and benefits are included in this step.
What is Presentation?
Who, what, when, where, why are called __________ which are used to determine __________
What are the 5 W's questions used to determine Customer Needs.
The assumptive closing method
Setting goals for the organization, and planning for future growth.
What is giving direction or vision?
This Role Play identified the needs of the customer. 1, 2, or 3
What was Role Play 2?
"Trade, don't cave" is a mantra for which step in the process.
What is the negotiation?
Do this by checking out the room beforehand to make sure equipment works, practicing the slides, and confirming meeting time.
What is preparation for a meeting?
Name 2 of the most common buyer objections.
What are price, time (delay), source (competition), need or product?
Ability to engage with others, listen, and confidently share information. You can't lead if you can't do this.
What is communicate?
Personal, Professional, Position, and Proposal are the 4 steps in _________
What is the 2 minute drill?
Completing the sale
Joining an organization, email marketing, cold calls, and networking are examples.
What is prospecting?
A salesperson must determine: Need, willingness, finances, and authority to buy for it to be a _________ account.
What is a Qualified account?
The ability to change plans as needed based on environment or other factors.
What is Flexibility or Adaptability or Agility?
Name 2 of other titles in a B2B business purchase besides the actual buyer.
Who are the decider, gatekeeper, influencer, or user?
Explaining how the relationship will continue between the customer and the salesperson.
What is Follow up or servicing the sale?
Brochures, videos, testimonials, awards, and statistics are examples.
What is give credibility through proof or proof device?
To negotiate well, first thing to do right after an objection is to __________
What is clarify the issue?
To inspire others to do their best.
What is to motivate?
Trying to do too many things at once.
What is multi-tasking?