Chapter 15: Sales Proces

Question 1

What are the four basic pre-call planning questions?

Answer 1

1. What do you already know, including information you can find without asking your prospect?
2. What do you want to know or learn in your meeting?
3. What is your meeting objective?
4. What is your targeted next step?

Question 2

How can you learn everything about the organization and the people you are meeting with in advance?

Answer 2

Leverage

• Technology
• Social media
• Going to the shop
• Internet

Question 3

Why is it important to understand what you want to know before a discovery meeting?

Answer 3

To define your call objective. Once you have determined what you want or need to know, in order to move to the next step, develop and practice the questions you will ask during your meeting!

Question 4

What are the 7 steps of the sales process?

Answer 4

1. Prospecting & Qualifying
2. Connecting
3. Discovery
4. Bridging
5. Asking
6. Objections & Negotiating
7. Implementation & Account Management