Approaches
Name the three approaches?
Statement
Demonstration
Question
Which element is talking or presenting a product in a striking, showy, or extravagant way?
Dramatization
Name the objection that is like a smoke screen to get rid of you
(Ex: I will call you back later)
Stalling Objection
Give an example of a postponement
In just a minute, I wil...
I can accept other answers if they fit.
Name the types of difficulties of a presentation
Inturuptions
Discussing Competition
Location of Presentation
Give an example of a showmanship demonstration approach
Anything unusual done to catch the prospect's attention and interest. Answers may vary
Name three types of proofs
Past sales
The guarantee
Testimonials
Company proof results
Independent search results
Give the price value formula
price/value=cost
Which technique is the one that neither denies, answers, nor ignores
Dodge
Describe the situational approach
Taking the situation you face to figure out how to begin your sales presentation
Name 3 of the statement approach types
Introductory
Complimentary
Referral
Premium
Name the three parts of logical reasoning
Major premise
Minor premise
Conclusion
Name two ways to anticipate/forestall objections
develop presentation to adress directly
discuss disavantages before the prospect does
brag about it and turn it into a sales benefit
What is the difference between a direct and indirect deny
A direct deny is basically telling the prospect the information they have is wrong and proving it to them. This should only be used in incomplete or incorrect objections.
A indirect deny appears as agreeing with the objection but then moves into a denial of the fundamental issue in the objection.
Name all three rules for using questions
1. Only use questions that you can anticipate the answer to or that will not lead you to a situation that you cannot escape
2. pause and wait after submitting a question to allow the prospect time to respond.
3. listen. Do not disregard what the prospect says.
Name all 4 parts of SPIN
Situation
Problem
Implication
Needs-payoff
Name the 4 ways to get participation
Questions
Visuals
Demonstrations
Product Use
Name all 6 types of objections
Hidden
Stalling
No-Need
Money
Product
Source
You are a salesperson selling perscription drugs to a wholeseller. Send this back with the boomerang method (turn it into a positive/benefit)
"The bottles look nice, but I don't like them as well as the CompanyB's. The tops are harder to remove."
Example of what can be right: it makes it child proof/is a safety measure.
I can accept other answers if they fit.
Name the 4 types of questions and give a small definiton
1. Direct/Closed ended: answered with very few words/yes or no question
2. Nondirective/Open ended: Must begin with who, what, when, where, why or how & opens up two-way communication
3. Rephrasing: carify meaning and determine the prospect's needs/ rephrase to make sure you understand
4. Redirect: Get prospect to agree with you on something/use to redirect prospect to selling points you both agree on.
Name all the question approach types
Customer Benefit
Curiosity
Opinion
Shock
Multiple Questions (SPIN)
Name all the elements of a presentation
Persuasive Communication
Proof
Participation
Visual Aids
Dramatization
Demonstration
Name the 7 basic points to consider in meeting objections
Plan
Anticipate/forestall
Handle immediately
Be positive
Listen
Confirm understanding
Respond effectively
Name all 10 techniques for meeting objections
Dodge
Pass up
Rephrase as a question
Postpone
Boomerang
Ask question
Direct deny
Indirectly deny
Compensation
Third Party
Say all the presentation steps and give the simple explanation
(example: Feature=Physical Charateristics)
1. Discuss product (FAB)
2. Marketing plan (how to resell/use)
Buisness Proposition (What is in it for customer)