Introduction To Professional Selling

Question 1

5 phases of a sale

Answer 1

1. Identify DMU
2. Probe for critical success factors
3. Understand the decision making units real needs
4. Quantify the benefit
5. Overcome objections to win
   CLOSE

Question 2

5 conflict resolution strategies

Answer 2

1. Dictate terms
2. Problem solve
3. Negotiate
4. Surrender
5. Arbitrate

Question 3

4 TYPES of objections

Answer 3

Price, postponement, product and political

Question 4

4 STYLES of objections

Answer 4

Misunderstanding, doubt, limitation, question

Question 5

Define SPIN?

Answer 5

Situation - what are the facts about this customers current position
Problem - pain caused
Implication - what do these problems cost
Need - need payoff -

Question 6

In spin, elaborate on the need payoff

Answer 6

What are their explicit quantified and montised needs where we can present and Iris proposition

Question 7

6 good honest serving men

Answer 7

Who, what, when, where, how and why

Question 8

Aside from open questions, what is the second most important thing?

Answer 8

Always ask the second question

Question 9

When probing, what are the three things the questions should identify?

Answer 9

Problem, pain and opportunity

Question 10

What is the ECONOMIC influencers role?

Answer 10

Give final approval to buy

Question 11

What is the operational influencers role?

Answer 11

To make judgement about impact on job performance?

Question 12

What is the specifier’s role?

Answer 12

To screen out

Question 13

What is the champion’s role?

Answer 13

To act as a guide for this sale

Question 14

What is the coach’s role?

Answer 14

Acts as your indian guide, you pal

Question 15

What is the 666’s role?

Answer 15

Bad experience of the company or personal dislike

Question 16

CSF’s for Economic influencer

Answer 16

ROI, return on sales, return on capital employers, total cost of ownership, value for money, secure company future, cash flow

Question 17

CSF’s for specifier

Answer 17

Buy cheaper, stay in loop, enhance personal knowledge

Question 18

Operational influencer’s CSF’s

Answer 18

Staff morale, safety, reliability, quality

Question 19

Champion’s CSF?

Answer 19

Recognition, promotion, kudos, relationship, ££££

Question 20

What is FAB selling?

Answer 20

Feature, advantages and benefit

Question 21

In FAB selling, define feature

Answer 21

A specific, true fact about the company or product

Question 22

In FAB selling, define advantages

Answer 22

What an individual feature could do for the customer

Question 23

In FAB selling, what is benefit?

Answer 23

When the customer has demonstrated a qualified need for our offered advantage

Question 24

In possible customer attitudes to your proposition, what are the three problems the customer could have?

Answer 24

Financial, customer and operational

Question 25

In possible customer attitudes to your proposition, what are the 5 possible changes?

Answer 25

Legislation, policy, strategy, practices ad personnel

Question 26

In possible customer attitudes to your proposition, what are the two opportunities?

Answer 26

Business and personal

Question 27

4 types of objection?

Answer 27

Price, product, postponement and political

Question 28

4 styles of objection?

Answer 28

Question, doubt, misunderstanding and limitation

Question 29

How to handle a question - handling objections?

Answer 29

Answer concisely and restate the value

Question 30

How to handle doubt objections?

Answer 30

Resolve and restate value

Question 31

How to handle misunderstanding objections?

Answer 31

Correct and restate value

Question 32

How to handle a limitation objection?

Answer 32

Minimize and restate BENEFITS

Question 33

Four key parts to close a sale

Answer 33

Earn the right, handle the objection, restate the value and ask for the order

Question 34

3 aspects that make up earning the right to close a sale

Answer 34

Rapport, credibility and trust

Question 35

Four types of objection?

Answer 35

Price, product, postponement and political

Question 36

2 crucial ways you restate the value

Answer 36

Identify a problem or opportunity

Question 37

4 ways to ask for the order

Answer 37

Assumptive, summary, final objection and concession

Question 38

What is BANT?

Answer 38

Budget, authority, need and time