"I need a vehicle with low maintenance." is what type of a statement?
What is explicit need?
100
This is the first step of the Sales Process.
What is Relating to the Customer?
100
This describes the facts or characteristics of a product or service.
What is a Feature?
100
Name three of the most common objections.
What are:
I’m not interested
It is too expensive
I don’t have the time
I have to ask my spouse or business partner
I’m happy with the service I already have
I don’t like your products
Let me shop around first with other providers.
100
This is a subtle way to ask for a decision.
What is an Assumptive Close?
200
What are the three items we need to take into consideration when qualifying a customer for a sale?
What is Money, Authority, and Desire to Purchase?
200
These types of questions are used to collect facts and background information about the buyer’s existing situation.
What is a Situation Question?
200
These are the intangible mental concepts or physical results that the features and advantages provide the customer.
What is a Benefit?
200
This technique is the preferred method for handling objections for most of the personality types.
What is Feel, Felt, Found?
200
These are short phrases that are added at the end of a declarative sentence to push the customer into agreeing.
What is a Tie-Down?
300
This type of a Need does not ask for a solution - it only states a problem.
What is an Implied Need?
300
“If we did that, how much would you save.” is what type of question?
What is Need-Payoff?
300
This describes what the feature does that is unique.
What is an Advantage?
300
These are the three types of objections.
What are Real Objections, Conditions, False Objections?
300
This asks for an opinion, NOT a decision.
What is a Trial Close?
400
These three items are the similarities between Customer Service and Sales.
What is Work Directly with the Customer, Discover Customer Needs, and Contribute to the Customer Experience?
400
“What is the impact to your business of incorrect timesheets?” is what type of question?
What is an Inplication Question?
400
What are the four personality types?
What is Analytical, Driver, Amiable, and Expressive?
400
This is the last step to overcoming an objection.
What is confirm with the customer that you have addressed their concern?
400
In this type of close, you are striking a bargain to benefit both you and the customer.
What is a Conditional Close?
500
These are the three fields we need to have knowledge about in order to become a Sales Champion.
What is Product Knowledge, Industry Knowledge, and Sales Methodology?
500
I know this is suppose to be an answer, but nope!
What does SMART stand for?
Specific
Measurable
Achievable
Relevant
Time-bound
500
By listing benefits for the customer and getting him/her interested in the product, what are you building for them?
What is Value?
500
These are the 5 steps in the Sales Cycle.
What is Relating to the Customer, Uncovering Needs / Desires / Challenges, Presenting the Solution, Negotiating Buyer Resistance, and Closing the Sale?
500
These are the three 3 key components to succeeding your goals.