What's Best for the Customer!?
_____ standards tend to filter down from the top of a business organization and help enhance partnerships.
What is "ethical?"
"Always doing what you say you will do" builds a relationship with customers based on:
What is "trust?"
The first step of the sales process, where you identify potential customers.
What is prospecting?
What type of SPIN question helps you understand the customer’s current circumstances or environment?
What are Situation questions?
The term for tailoring your sales approach to match the customer’s communication style?
What is Adaptive Selling?
Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:
What is "partnering?"
This step focuses on building trust and conversation with the customer at the beginning of the interaction.
What is establishing rapport?
Which SPIN question type helps customers realize the value of solving their problem with your solution?
What are Need-Payoff questions?
When a salesperson puts themselves in the customer’s shoes to understand their perspective, they are practicing this skill.
What is empathy?
Which skill involves listening to understand the customer’s needs rather than waiting for your turn to talk?
What is active listening?
The final step of the sales process, where you secure the customer's agreement to purchase.
What is closing the sale?
These questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.
What is "problem?"
The term/ type of question that ensures that a product or service meets the customer’s needs after receiving an objection.
What is "Clarification" question?
What type of questions should you ask to better understand a customer’s goals and challenges to best serve them?
What are open-ended questions?
In this critical step, you handle customer objections and address their concerns to move closer to a sale
What is overcoming objections?
Which SPIN question type explores the consequences of a customer’s problem if it remains unresolved?
What are Implication questions?
This sales approach focuses on solving the customer’s problems rather than just selling a product or service.
What is consultative selling (or customer-centric selling)?
After completing a sale, what action demonstrates commitment to the customer’s satisfaction and strengthens the relationship?
What is post-sale follow-up or checking in?
The process where a salesperson identifies whether a prospect has the budget, authority, need, and timeline to make a purchase.
What is qualifying the prospect?
Why are Implication questions important in SPIN selling?
What is to help customers understand the urgency and impact of their problems?