Day 2

Question 1

What are good types of evidence to provide in the facts and benefits portion?

Answer 1

DEFEATS!
-Demonstrations
-Examples
-Facts
-Exhibits
-Analogies
-Testimonials
-Statistics

Question 2

What is the basic flow of the facts and benefits portion?

Answer 2

1. The fact is ____.
2. Which means you get ____.
3. What you said earlier was _____.
4. Here is an example of ____.
5. Trial close

Question 3

What is the purpose of a trial close?

Answer 3

Test the customers reaction of the solution.

Question 4

Example of a trial close.

Answer 4

“Would it make sense to ____?”

Question 5

What should you do if you perceive/notice buying or warning signals when talking to clients?

Answer 5

Stop and re-engage with a question (Is what I’m saying making sense so far?”

Question 6

What are the steps to handling an objection?

Answer 6

1. Cushion (neutral statement/reflection)
2. Question
3. Evidence (DEFEATS!)
4. Else (“What else can I get you information on?” OR “What is a good next step?”)

Question 7

When would it be the right time to paint a word picture?

Answer 7

At the end of the process after any, if any at all, objections have been successfully handled.

Question 8

How do you construct a word picture?

Answer 8

1. Current situation.
2. Solution idea.
3. Paint the picture.
4. Payout question.

Question 9

Example of a word picture.

Answer 9

“Currently, you are having non-conforming product getting to your customer and they are starting to look for other suppliers to avoid the issue. What we can do is implement containment at your facility to stop the non-conforming product from reaching your customer. Now picture this, we have implemented containment, no non-conforming material is reaching your customer, and they not only like you and trust you more, but they also want to stick with you long term. How will that make you feel?”

Question 10

What are some ways to gain commitment?

Answer 10

-Direct question
-Alt. choice
-Minor point method
-Next step method
-Opportunity
-weighing method

Question 11

What are the steps to handling a mistake?

Answer 11

1. Listen (let them get it all out, saying “what else” along the way)
2. Take full responsibility.
3. Question (find out what happened on their end as a result of the mistake)
4. Cushion (“that matters” OR “that is important”)
5. Address the issue (be clear and summarize the issue, and come up with a solution if they didn’t already give you one)
6. Test questions (“is this doable?” OR “what do we need to do about this?”)
7. Offer additional help (add value to their deal)
8. Follow-up (after the situation has been handled)

Question 12

What is the flow to contacting a referral?

Answer 12

1. “you know____”.
2. “____ referred me to you because there might be an opportunity for us to work together.”
3. “Do you have some time to talk about an opportunity?”
4. “Do morning or evenings typically work better for you?”
5. Set the day and time yourself and send a teams meeting.