RESEARCH
ENGAGE
ASK
CUSTOMIZE
HELP
100
Three public sites to use for learning about your customer/supplier.
What is Facebook, Google and LinkedIN?
100
This is the 4-part tool used towards the beginning of a customer meeting that articulates what the customer can expect.
What is a Verbal Agenda?
100
Three types of questions to ask a customer during a sales call.
What is Close Ended, Open Ended and Investigative Statement?
100
FREE POINTS
FREE POINTS
100
This is what you do during a customer meeting after you've investigated to ensure you understand the customer's situation.
What is a verbal summary?
200
Where to find top 10 suppliers and customers in 2019.
What is Sales Analysis Master File/ Tableau?
200
This is the social style that is quick to make a decision and is socially oriented.
What is an Expresser?
200
Begins with Explain, Share, Tell, Explore, Describe, Give, Help me understand.
What is an Investigative Statement?
200
This "builds a bridge" between your customer's situation and what you have to present.
What is a Linking Statement?
200
This method can be used to handle a customers buying resistance.
What is HEARD?
300
This reporting tool tells which customers purchase through DLA TLS.
What is OZ/ Contracts Dashboard?
300
I am a Detail- and fact-oriented, want no mistakes, think before responding, type of personality.
What is a Analyzer?
300
Begins with Do, Does, Is, Are, Have, Has, Which
What is a Closed- Ended question?
300
This personality type measures value by results.
What is a Controller?
300
1 in 2 sales comes from a________________
What is a Existing Customer?
400
This CRM holds the history of ADS.
What is Salesforce?
400
Three things a customer should know before a meeting begins.
What is WHO I am, WHAT ADS does and WHY I am here?
400
"What are you POM-ing for in 2020?"
Is an example of this question type.
What is an Open-Ended Question?
400
This is an example of this type of link.
“Based on my understanding if what you said, you’re trying to accomplish ________________, ________________, and ___________________. Is that correct?
What is a Customer- Driven Link?
400
1 in 4 sales comes from a________________
What is a Referral Customer?
500
___ % of your margin will come from ___% of your customers.
What is 80 and 20?
500
1 in 14 sales comes from an _______________.
What is a New Customer?
500
What is Open- Ended, Investigative Statements and Closed Ended Questions?
500
These are examples of this type of link.
“In our experience…”
“How we make that work for our client is…”
“One of the trends…”
“Other clients have..”
What is a Company- Driven Link?
500
Never leave a meeting without these.
What is Action Items?