Sales Fundamentals
Two Way Conversation reviewing all information in effort to agree upon a recommended solution.
What is a Verification Meeting?
Research to help formulate open-ended questions and create dialogue about an organization and your prospect.
What is Educational Insights (market research)?
The most common objection, often raised when a buyer hasn't been properly qualified or when they are questioning your value proposition.
What is "Your price is too high"?
An example would be asking the prospect "What happens if you continue losing money on this process?" instead of just pitching, a salesperson creates this type of healthy, constructive atmosphere to drive change.
What is Consultative Tension (Consultative)?
Used in all stages of the Sales Process and can even be a resource utilized for future opportunities.
What is the Customer Profile?
This formalized and written document outlines the steps and objectives to achieve/operate a successful business. They are often done at the beginning, can be modified and are reviewed annually.
What is a business plan?
Has a budget, has authority, has an established timeline as well as a compelling need/pain and aligns with your product/service as a potential solution.
What is a Qualified Prospect?
This type of objection usually sounds like "I'm happy with our current services provider," and is often referred to as an objection to this.
What is the Status Quo?
The stakeholders in your buying groups and the internal change agents that will help you advance your sale.
What is Mobilizer, Talker, Blocker (Key Buyer Types)?
Can be done at any time, and by multiple people to ensure customer satisfaction and is a great way to get referrals, added services, as well as potential customer testimonials--or even as a win-back strategy to lost opportunities and customers.
What is a C.A.R.E (Value C.A.R.E)?
An activity that is ongoing and best if done consistently, that can be either done alone or with others. It is the foundation to a successful sales plan and sales achievement.
What is prospecting?
These types of questions that lead to two-way conversation and may sound like "Tell me about...", or "How does this affect..."
What are probing questions?
When a prospect says "Just send me an email," they are trying to avoid this crucial part of the sales process.
What is a real conversation (or sales interview/qualifying meeting/hard conversation/tension)?
In a buying process, these are the 5-13 stakeholders that a trusted advisor must align, rather than talking to one person.
What is the buying committee?
This is used to input asset and financial information to provide a side-by-side comparison and value report utilized for customizing a recommended solution.
What is a System Analysis or Cost Benefit Analysis/Solutions Binder?
This, which involves reviewing a company's website, LinkedIn, ZoomInfo and recent news, etc. should be done before the call.
What is pre-call planning (research)?
This is used at the end of our Executive Summary/E-Call/Qualifying meeting, and is the first "close" that we use to determine if this is a viable opportunity.
What is the Action Plan?
Often considered the "false" or "smokescreen" objection. It usually hides a deeper issue like lack of trust or value.
What is "I need to think about it" or I need to talk to my boss"?
A method where the salesperson agrees with the objection (e.g. "Budget is important") before highlighting the high cost of not buying.
What is the "Reframe"?
A form that outlines an activity/meeting that can be done at any time during the sales process and can include other sales reps, managers, service/operations to help create a roadmap or a "gut-check" on an opportunity.
What is a S.A.M form (Strategic Account Management)?
It's a proven process, and you will avoid the "Maybe Train" and cost-cutting-to-win and unnecessary losses if you follow all of the steps, in their entirety.
What is the Linc/TEGG Sales Process?
The helps keep the conversation on track, in conjunction with the Executive Summary or E-Call, to ensure that all information has been captured and important details have been discussed. Sometimes it requires additional conversations to complete.
What is the Customer Profile?
This type of listening is required to fully understand the root of an objection, rather than waiting to speak.
What is Active Listening?
Instead of just responding to "how much is it?" a trusted advisor understand this, which is often actually a buying signal.
What is an objection?
Where you can find Sales Tools, Recognition Reports, Marketing Materials, Educational Opportunities as well as missed Roundtable Videos and many other helpful resources.
What is the HUB in Fran Connect?