Prospecting
What is the name of the process used to determine if a lead can be converted to a prospect?
Qualifying a Lead
In the flow diagram of the planning process, "setting objectives for the call" is which step in the process?
Second Step
There are 4 A's in the selling process. Acknowledge, Acquire, _______, and Assure.
Advise.
There are two different types of tools that can help salespeople strengthen a presentation, visual and _____ tools.
Verbal
There are how many places in the selling process when sellers typically get objections?
4
Name the type of accounts that are exclusively assigned to one salesperson.
House or Named Accounts
Marcus is cold calling for the day and he's already done his preparation and planning for the calls he is going to make. While cold calling he is striving to set as many meetings as possible with the prospects he has found, although he would be okay with learning more about the companies he's calling on if he can't get the meetings set. Setting the meeting with his prospects would be Marcus' ______ call objective.
Primary
Brett is currently executing the selling process and is in a meeting with a client. He is asking questions to better understand what the clients needs are so he can understand where his product can provide value. Brett is in the _________ part of the selling process.
Acquire
Sellers should use multiple sense appeal in their selling situations with buyers. Out of the multiple senses sellers can appeal to, this sense appeal tends to be the highest preferred in terms of how buyers learn and remember content.
Visual/Sight
Talia receives an objection during her sales meeting with a client and she makes the statement, "Just to confirm, it seems that you're most concerned with price at this time?"
What steps of the LAARC method is Talia in by making this statement?
Step 2: Acknowledge
Susie purchased a Nissan Altima a couple of months ago. Since then, she has had to have several repairs o her vehicle and she is frustrated. Her friend, Max, is looking to buy a vehicle soon and she urged him not to consider Nissan. Susie would be an example of a ____ referral.
Marcus is cold calling for the day and he's already done his preparation and planning for the calls he is going to make. While cold calling he is striving to set as many meetings as possible with the prospects he has found, although he would be okay with learning more about the companies he's calling on if he can't get the meetings set. Settling to get any kind of information on his prospects would be Marcus' ______ call objective.
Minimum
Jamal is meeting a client for the first time and wasn't able to find much information prior to the meeting regarding any personal interests they may have. Jamal gets into the client's office and notices some pictures of children on their desk and also a couple of dogs. Jamal noticing these items in the office means that he is currently performing _______ ________.
Office Scanning
You are preparing your tools for an upcoming sales meeting and would like to leave some information with the buyer so they have it to reflect on from your conversation. What specific sales tool should be used in this instance?
Handout
Paul gets an objection during his sales presentation and responds to the buyer saying, "I understand you're a bit concerned with the quality of our products, however, I have to correct you in that we have a far more superior product line than our competitors and have received awards for being best in class for the last 3 years."
Paul used which method to answer this objection?
Indirect Denial
Salespeople who have satisfied customers can also consider them as prospects for additional sales. What is the term for selling additional business in a current customer?
Selling Deeper
This is a term used when a salesperson sends information to a prospect prior to calling on them or executing a sales meeting.
Seeding.
Stacy is currently using the SPIN selling method while in a meeting with a client. She makes the statement, "Based on the information that you've given me today, if I were to tell you that I had a solution to solve your problems, would you be interested in hearing more?"
What kind of question is Stacy asking?
Need Payoff
You are in a sales meeting with a client and are trying to create value while discussing your product. You note what the initial monetary investment will be to purchase the product but then also list off all the benefits that come along with the purchase. You are using which value creating method in this scenario?
Cost- benefit analysis
A seller is in a meeting with a buyer and the buyer has asked several questions around how quickly the product can be supplied to them and what the process would look like for billing. Additionally, the seller made several comments around how they could see this product helping their team. The buyer is displaying ____ _____ in this situation.
Closing Cues/ Buying Signals
Northwestern Mutual is a good example of a company who uses this method of prospecting in which the salesperson attempts to get at least 1 additional referral from each individual they meet with.
Endless-Chain Method
Macy is doing prospecting and is trying to obtain information and names of individuals who may be able to influence, approve, or deny buying decisions. Macy is looking for focus of _______.
Power
Ben is getting ready to start the presentation portion of the meeting and needs to gauge how interested the buyer may be as he presents his products. In order to understand how engaged (or not) his buyer is, he should use the _____ _____ method.
Trial Close
Strong salespeople help their buyers understand what the implications and benefits are of making a decision or not making a decision when it comes to their product offerings. Helping a buyer understand their choices and what they forego when they make (or don't make) a decision is what value creating strategy?
Opportunity cost
You are working on closing out a sales meeting and the buyer seems to be struggling to make a decision for reasons that aren't very clear. You decide to break down the process of what moving forward with look like step by step with them. You are using which closing method in this instance?
Balance Sheet