Chapters #6-9 Flashcards
Define and provide example of leads and prospects.
Leads: Potential prospect that man or may not pass the test in actually being one.
Prospect: Good candidate for making a sale.
5 questions that must be answered yes to make lead a prospect:
1-Does want/need exist? 2-Does lead have money to pay? 3-Does lead have authority to buy? 4-Can lead be approached favorably? 5-Lead eligible to buy?
Define and give example of using endless chain method to find leads.
Attempt to secure a lead from each person you talk to. Every time you connect with someone new you ask for a recommendation from them as to someone who would buy the product.
3 common reasons cold call reluctance. How to overcome each?
Worst case scenarios.
Too much time preparing.
Feeling intimidated or scared.
What is an influential adversary? 2 ways to overcome them in sales scenario.
A person who carries great influential in the buying decision but is against you, your company and or the product.
Define analysis paralysis. How can it affect sales preparation?
Occurs if too much time is spent analyzing situations or finding information. You end up not being able to call the person you intend to call.
What does SMART refer to in setting call objectives?
Specific Measurable Attainable Realistic Time Oriented
Define and give example of primary objective, minimum objective, and secondary objective.
Primary objective: Actual goal you wish to achieve.
Minimum objective: The bare minimum that you will settle for, whether it’s a price or a smaller level or purchase.
Secondary objective: What could come as an added bonus to the deal/purchase.
Define focus of receptivity.
Define focus of dissatisfaction.
Define focus of power.
Who is easiest to start with? Hardest? Most important?
The focus of receptivity: The person who will listen intently and give the seller good and useful information.
{easiest to start with, they want to help}
The focus of dissatisfaction: The person who is most likely going to perceive problems and dissatisfactions.
{hardest to manage}
The focus of power: The person who will approve, prevent and/or influence the action.
{most vital because their decision says it all}
Define and provide example of opening methods: referral opening benefit opening product opening compliment opening question opening
Referral opening: Tell about someone who referred you to talk to them.
Benefit opening: Start by telling them a benefit of the product.
Product opening: Demonstrate product feature/benefit right off the bat
Compliment opening: Compliment them or their organization
Question opening: Start conversation with a question.
List and define 4 components of SPIN technique. Give example of each question.
Situation: Ask about facts and explores buyer’s situation.
How many people work in this location?”
What’s your turnaround time?
Problem: Asks about specific difficulties or problems.
Do you miss deadlines?
What do you like about the product?
Implication: Recognizes nature of problem and comes direction after problem question.
What happens if you miss a deadline?
How could you like you product more?
Need payoff: Asks questions about the usefulness of solving the issue.
If you could meet the deadline in 1/2 the time would that help your business?
What is the most important question to ask prior to proposing a solution?
“ANYTHING ELSE?”
Define features and benefits as they relate to a product. What is feature dumping? What is a feature without a benefit?
Features: Bells and whistles
Benefits: Solve problems
feature dumping: Where all you do is spit out the features of a product and hope that something sticks or stays with the consumer. Features that have no benefit to consumer.
Feature without benefit is IRRELEVANT.
What are 4 key components to planning a presentation?
1-How many people will attend?
2-Which stage of the buying process are they in?
3-What information they need?
4-What type of situation this is?
How would you structure a presentation for each of the 4 social styles? What would you include? What would you not include?
Analytical: clean and simple, references, details
Driver: crisp professional visuals, highlight importance
Expressive: photos, fancy fonts, strong colors
Amiable: with people and slow moving presentation
