Opening
What are the four skills that are important in the Opening stage?
1. Open the Call
2. Create Connections
3. Deliver the LPS
4. Confirm
Name the two behaviors/skills that are important for discovering.
1. Ask Questions
2. Actively Listen
What are the three skills used when Presenting?
1. Plan the Approach
2. Tailor the Situation
3. Ask for Feedback
List the four steps for Closing
1. Gain Commitment
2. Define Next Steps
3. Confirm Next Steps
4. Wrap up the Call
What four skills are important if faced with an objection?
1. Empathize
2. Understand
3. Address
4. Confirm
What is the customer's style if they have a serious tone, shows little interest in chit chat and prefers facts and data?
Cautious and Skeptical
What kind of question is "Tell me more about what you're currently using."
Open
What skill are you demonstrating when you say "Based on what I've shared with you about the solution-how does that sound?"
Asking for Feedback
After presenting the solution and the customer agrees that it meets their needs, what is the next step?
Gain Commitment
In this phase, what skill are you demonstration by using questions to get to the root cause of the objection before attempting to address the concern?
Understanding
What does LPS stand for?
Legitimate Purpose Statement
What does knowing Current State and Level of Satisfaction tell you?
The customer's situation
Selecting the right benefits, helps you do what?
Tailor the Solution
What step reinforces what was accomplished on the call and shows appreciation for the customer's time?
Wrap up the Call
If you let the customer know that you understand and respect their objection, what are you doing?
Empathazing
What are the four Customer Styles
1. Friendly and Personable
2. Business Oriented
3. Visionary
4. Cautious and Skeptical
What kind of question is "Do you have a storefront?"
Closed
Name two things you must consider before planning the approach
Current State, Level of Satisfaction, Needs and Opportunities, Challenges and Problems, Motivation to Act, Priorities
What are you doing when saying " How do these next steps work for you? "
Confirming Next Steps
You are doing this when you ask close ended questions to ensure the customer has accepted the response to their objection
Confirming
What skill involves finding out if the customer is comfortable with the steps in the process and if they have any concerns/need to clarify?
Confirm
Problems, Priorities and Motivation tells you what about a customer?
Their needs and challenges
Thinking about how you are going to present your solution to your customer is a critical step in what?
Planning the Approach
Outlining a path for the customer that us required to make the commitment actionable, is called what?
Define Next Steps
At what point in the sales cycle can on objection occur?
At any time