Sales Process
This is the first step and arguably the most important step in the roadmap to a successful sales career
What is Prospecting!
This is critical to grow and maintain a client relationship after a sale
What is Follow up!
Knowing features and Benefits is referred to this Hint its the title of this category
Product Knowledge
This strategy can be effective if you have the relationship with the client, It should not be the first thing you lean on though.
What is discounting
This show featured a teacher who went on to manufacture methamphetamines' It was blue
What is Breaking Bad
This involves understanding the clients needs and goals and some use the term "find the pain"
If you always do what you say when you say you are going to do it for our clients you will create this with them.
What is Trust, I will also accept loyalty.
Doing this refers to helping clients understand the differences on a product level when compared to your competitors
What is a comparative or competitive analysis
This singer is known as the "Queen of Pop"
Who is Madonna
This involves speaking to someone that you have never spoken to before inside a business. ( KM terminology will be accepted however not required)
What is calling or first ins
Building trust and loyalty with clients creates and environment where KM reps can do this.
Differentiate, I will also accept De-comodititize themselves.
This is the term for the unique advantage your product offers
What is unique selling proposition.
Example of this is our inline finishing on our production devices like our TU-510
Attaching this with our MFPS can be a good strategy to create differentiation and increase our deal size and margins.
1. ScanTrip Cloud
2. Interfax
3. BizHub Secure
This series features the Boy who lived
What is Harry Potter
This happens after you uncover the need and there is a desire from the client to resolve a problem they now know they have.
Scheduling these on a regular basis with our clients will help to reinforce Value
How much product knowledge does a sales rep have to know to be successful. This is a more nuanced question.
Focusing on this makes you the same as everyone else.
What is price
"Icing happen when the puck come down, bang you know, before the other guys you know. nobody there, you know. My arm go comme ca then the game stop then start up. is a line from this movie.
What is slap shot
This is (incorrectly) identified by some as the final stage in the sales process
What is Closing the sale
When you build loyalty with your clients after giving them an exceptional experience, asking them for this is a great Idea.
What is a referral.
What is BLI
This term involves selling something that compliments the original purchase
what is cross selling
This superhero is know as the Caped Crusader, He has no real superpowers he is just rich and nuts.
Who is Batman.