Day 1 Flashcards
What is an engaging way to introduce what you do?
“Do you know when…?”
What is a good conversation flow while networking?
-Name
-Where are you from?
-Ask about family (where are they at, possibly what they do).
-Ask about work (what they do, what the company does).
-Ask engaging questions (what do you thing about…?)
-Reflective listening to get to the (W,W,W,W,W,H).
-figure out if they are a potential customer (if yes, then set an appointment. If no, “who else do you know here?”).
What is the breakdown of success in sales between, knowledge, skill, and attitude?
85% attitude & skill
15% is knowledge
What are the 4 types of buyers?
- Financial Buyers
- Executive Buyers
- User buyers
- Technical buyers
Examples of financial buyers.
-HR
-CFO
Examples of executive buyers.
-CEO
-President
Examples of user buyers.
-The one who actually uses the product/service.
How do you construct an effective agenda statement?
-Show appreciation.
-Overview (overarching goal of the conversation).
-List points of conversation (1-3).
-Ask if they want to cover anything else FIRST.
Example of an agenda statement.
“We appreciate your valuable time to discuss quality support services. First, lets discuss how you currently handle quality issues. Second, what you are looking for from a company like ours. Last, we will talk about potential solutions for you and your company. Is there anything I missed, or anything that you would like to cover first?”
What is the purpose of a credibility statement?
To increase the customers’ trust toward you, by relying on the opinion of a “random person”. (sales presenter example)
What are the parts that make up a good credibility statement?
- Make a connection
- Tell a story
- Suggest a way for you to help
Example of a credibility statement.
“Do you know Mike from the automotive industry? His company has a team of quality engineers, and at the time it wasn’t well staffed. My team was able to step in and supply Mike with additional quality managers to support their efforts. After the job was completed, Mike came back and said ‘Eric, all I can say is WOW! The help I received from your people saved me over $100,000 in scrapping or reworking parts’. It sounds like your quality managers could use some additional assistance, and I am confident that what we did for Mike, we could also do for you. Would it make sense for us to provide you quality engineering support?”
What are the steps to take when handling a misconception?
- Test (what have you heard about…).
- Cushion (Neutral statement/reflection).
- Redirect (agree-‘we hear that from time to time’ OR Dissociate-‘I can double check for you, but I’m not aware of that being the case’).
- Expand (Give the whole picture of your solution)
What are the qualifying questions that are useful in the questioning phase?
- Permission questions
- Needs question (what are you looking for?)
- Quantity/Quality questions (how much of _____ do you have?)
- Budget question (what kind of investment were you looking to make in this area?)
- Authority questions ((besides yourself, who else will be involved in the decision?)
- Interest questions (how interested are you in this?)
- Timeframe questions (What kind of timeline are you working with? What makes that date important?)
What is a good way to structure the questioning phase?
-As is (what is it now?)
-Should be (where should it be)
-Change (What needs to change?)
-Payout (feeling and meaning)
