POINT
This seven letter English word beginning with P is used to tell the customer what this call is about.
What is Purpose? - Be clear on the purpose of the meeting.
This questioning technique starts with a broad question, then focuses on one point, leading to more detail at each level.
What is the funnel technique?
This tool created by our Sales Force is used to organize your call with a customer.
What is the Discovery Planner?
Once the call is finished, you should document all company objectives, competition, modes, and decision makers into this platform.
What is Atmosphere?
60%+ of top performing sales professionals are this type of seller
What is a Challenger?
This seven letter English word beginning with O is used to share what will be covered during the meeting.
What is Outline? - Share what will be covered during the meeting.
This questioning technique has you ask for an example or clarification from the customer.
What is Probing?
Another word for goals, you want to find this out about the person you are talking to and the company as a whole in order to know what motivates them.
What are Personal and Company Objectives?
You should send this to your customer no less than hour after the qualification meeting is over.
What is a meeting recap and next steps?
What is Teach, Tailor, Take Control?
This five letter English word actually makes up two of the POINT letters and is meant to get feedback from the customer on the direction of the call.
What is Input? - Ask for input on how you will use your time.
This questioning technique is when you personally appeal for an agreement, ask a guaranteed "yes" question, or give a choice between two options.
What is a LeadingQuestion?
Some say this is the main focus of a qualification meeting so you know what the company is struggling with.
What are Pain Points?
This is an optional follow up to the customer that could make you stand out from competitors.
What is a Thank You Note?
This type of buyer drives change and builds consensus
What a Mobilizer?
This ten letter English word beginning with T is simply used to move from the beginning of the call to the discovery portion.
What is Transition? - Move to the next step
This type of questioning makes customers "open up" their answers and generally give more detail.
What is an open-ended question? Give an example of how you can turn "Are you using technology?" into an open-ended question.
The last piece of the collection qualification data process is this - which you want to get an overview of and then use the funnel questioning approach to dig deeper.
What is their supply chain?
Once all the information is collected, you prioritize the needs of the customer and align our services to meet their needs by getting a _______ together.
What is a Deal Team?
These are the 4 elements of a good intro call
What are introduction, relevance, value prop, and ask for meeting
The last person to join our TEAMS meeting today will have to present their version of POINT to the group.
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This type of questioning is typically a Yes or No response from the customer, leading to tougher back and forth dialogue.
What are closed questions? How can you turn this closed question into an open-ended question - Do you move mostly by rail?
Ideally, you'd like to acquire information on these two types of data during and after your call with the customer.
What is quantitative and qualitative data?
If there are no next steps with your customers, you do this.
Great question Alex, this is open for a discussion.
Please give us a mock intro you have used
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