Exam 1 Flashcards by Mason Krey

As a sales person are a _____ and _____

Helper & Hustler

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A sales person must be (I Love Salty Oklahoma Meals)

1) Intelligent
2) Likeable
3) Stoic
4) Organized
5) Motivated

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What is an Assumption Close?

Feeling confident they will buy, and you go ahead ask them how many they would like to buy.

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What is a puppy dog close?

Offering them a free trial to see if they will purchase.

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What is a Scale Close (the 1-10 Closing Technique)

Guage their interest on purchasing on a scale from 1-1-10

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What is a Scarcity close?

If you purchase now I can sweeten the deal (giving a discount.)

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What is a Takeaway Close?

If they appear interested, us reverse physiology to make it seem like they might not be able to buy it.

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What is a Summary Close?

When you review the product and its solution to the prospector’s pain. Give them another time to envision buying your product.

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What does the D stand for in the DISC?

Dominate

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What does the I stand for in the DISC?

Influencer

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What does the C stand for in the DISC?

Conscientious

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What does the S stand for in the DISC?

Supportive/ steadiness

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Define Dominate (D) in DISC.

Get to the point quickly
confident
like big ideas
skip small details

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Define Influencer (I) in DISC.

Friendly, engaging
Eye contact, handshake
like visuals
follow up with key takeaways

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Define Conscientious (C) in DISC.

Punctual and prepared
follow body language cues
more formal
tend to the small details

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Define Steadiness (S) in DISC.

Ease into conversation
very accessible
routine

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Pesticides have to legally sell to ________, and not direct to _______.

distributors, consumers

In the pesticide industry sales people

1) better resemble educators
2) marketers

Sales Excellence Manager does what?

Answers harder questions

What are the organizations of sales teams?

1) Region (biggest)
2) District
3) Territory (smallest)

Subject matter experts (SME)

1) Mapping tools
2) Managing business partners
3) Data Specialists
4) Client relationship management (CRM) software.

What are the 4 stages of inbound sales strategies?

1) Identify
2) Connect
3) Explore
4) Advise

Match the personality with its weakness.

Over analyzing

Conscientious

Match the personality with its weakness.

Overriding others

Dominate

Match the personality with its weakness. All over the place

Influencer

Match the personality with its weakness. Breaking under pressure

Supportive

Match the personality with their strength. Decisive, will take risks

Dominant

Match the personality with their strength. Social, Optimism

Influencer

Match the personality with their strength. Listening, trust

Supportive

Match the personality with their strength. Logical Prepared

Conscientious

List the three stages of the buyer's journal.

1) Awareness 2) Consideration 3) Decision

Hotels have found that customers who provide the highest satisfaction ratings.....

are those who encountered a problem during their stay and the company provided a prompt and personalized solution.

Companies often segment SKUs and/ or customers according to the few most important ant, the tribal many, and the middle share.

ABC segmentation

What does GCP stand for

Challenges goals plans

What does TCI stand for?

timeline, consequences of inaction, implications of action

What does BA stand for?

Budget authority

What does CRM stand for?

customer/ client, relations, management

as a general rule you don't give up on a prospect until they haven't responded to at least ______ touchpoints.

Elle at Corteva was having a hard time getting FaceTime with AgraTurf. What did she do that finally won them over?

Bought them all a free lunch while manned a booth at a conference

On Corteva's pre-call plan sheet, after the purpose, process, and payoff section, is a section where the sales person anticipates the prospects worst possible ________.

Objections