Planning the Sales Call
Why is planning a sales call important?
It helps achieve goals, gain buyer confidence, and obtain commitment
What are the four steps in the SPIN method?
Situation, Problem, Implication, Need-payoff
What type of appeal uses multiple senses?
Multiple-sense appeal
What is an objection?
A concern or question raised by the buyer
What measures customer happiness?
Customer satisfaction (C-Sat)
What type of call objective is the main goal the salesperson hopes to achieve?
Primary call objective
What type of question requires more than a yes/no answer?
Open-ended question
What tools include charts, graphics, and visuals?
Visual aids
What does LAARC stand for?
Listen, Acknowledge, Assess, Respond, Confirm
What measures likelihood to recommend?
Net Promoter Score (NPS)
What type of call objective represents the minimum acceptable outcome?
Minimum call objective
What is the term for a quick pitch while walking with a prospect?
Walking pitch
What is the purpose of a product demonstration?
To engage senses and show product functionality
What method uses testimonials to overcome objections?
Referral method
What does ROI stand for?
Return on Investment
What type of call objective represents the best possible outcome?
Optimistic call objective
What effect explains how first impressions influence everything else?
Halo effect
What document is issued by a buyer requesting a proposal?
Request for Proposal (RFP)
What method turns objections into buying reasons?
Revisit (boomerang) method
What measures how fast inventory sells?
Inventory turnover
What are the three key “focus” roles when identifying the right person for an appointment?
Focus of receptivity, focus of dissatisfaction, focus of power
What is the goal of needs discovery?
To uncover the root cause of the buyer’s problem
What analysis compares costs and benefits?
Cost-benefit analysis
What type of objection is “I don’t have the budget”?
Price objection
What is the return from the next best alternative?
Opportunity cost