Key Sales Training Material Flashcards
Define: The aggressor-asserter?
Style: The aggressor-asserter:
Characteristics: Confident, fast-paced and quick to react against perceived “sales spin,” this type of communicator is direct – sometimes abrasive. Values money and is results-oriented and direct in feedback.
Adaptability Tips: Get to the point quickly. Focus on the benefits your product can deliver. Stick to the point, and don’t give too many details. If required, the customer will ask for more specifics.
Define: The socializer?
Style: The socializer
Characteristics: Enjoys chatting with people, works at a leisurely pace and wants to connect on a personal level.
Socializer tips: Don’t get to the “business talk” immediately. Warm up to these customers with general conversations and get to know them better. Meet them in informal settings, preferably, and be prepared to have long, casual discussions. Still, refrain from sharing a lot of data.
Define: The analyzer?
Style: The analyzer
Characteristics: Highly attentive to detail, interested in hard numbers, and comes prepared for meetings.
Analyzer tips: Send meeting invites in advance, so they have time to prepare. Limit the warmup talk, and explain things in detail. Be prepared to answer many questions. Inquire about their business processes/operations, and highlight how you can help them.
Question to ask: “Is there a piece of information I can provide that will help you in your decision?”
Define: The Mediator?
Style: The Mediator
Characteristics: Composed and friendly, mediators are about relationships. They desire dependable partners that provide value over the long haul. “You need to prove your trustworthiness if you want their business,” says Gorski, noting reps who project a warm, calm demeanour have the most success with these buyers.
Analyzer tips: After beginning with small talk, ask mediators what’s important to them – what their concerns are and what they’d like to learn from you. Such questions show you’re genuinely interested in helping them, which establishes trust. Further, build your credibility by sharing stories about your most successful client relationships – relationships that have lasted years. Any securities or guarantees you can offer will be welcome, too. During the discussion, proceed methodically. “You don’t have to saturate them in detail, but you need to build the presentation logically for it to appeal,” says Gorski.
What is Chunking down?
Chunking down is when someone diverts you from getting information via intelligent questions.
Solution: A) Weigh up if it needs to be answered immediately and if so, do, by ‘anchoring’ out, answering and then wrapping up and going back to the funnel.
Change your tone and manner, wrap it up physically with your hands.
B) If it can, wait to come back to it. Keep the funnel ‘wide’ by eliciting as much as you can. Acknowledge and politely say you will get back to it.
Remember, never use the word “No”.
What is Quick Assurance?
DEFINITION: Quick Assurance is when your client needs ‘assurance’ that you are the right solution for the project.
OBJECTIVE: Avoid going into a sales Spiel when a customer asks if you have a feature that you do.
REASON WHY: You may get pulled out of the intelligent questions funnel and move to a tangent, losing a lot of other potential pain points.
HOW TO DEAL WITH: Provide them with a quick reassurance, “Absolutely we can do that. We’ll come back to that shortly, can you tell me about X?” - Write down their question to go back to.
ASSURANCE TIPS: Play it by ear, if they are desperately seeking an answer provide it to them. Rule of Thumb: Don’t be desperate, If they ask more than once give them the information or say, “We can address that in a meeting with the account executive.
ACTIVITY: Create some assurance one-liners that could work in your business.
PRACTICE: Practice them out loud now.
What are a few Great sales questions?
What is your Vision for the outcome of this?
What would it mean if we could x?
Taking this fact aside, would you be happy to proceed?
What does the B.A.N.T mean?
The acronym BANT stands for: budget — how much money the prospect is able and willing to spend; authority — the ultimate decision-maker; need — whether the prospect has a problem your business can solve; and, timing — whether there is an urgency to purchase your product or service.
Budget - How much is the prospect willing and able to spend on your solution?
Authority - Who is the authority figure in this sale? Who makes the ultimate decision?
Need - Does the prospect have a true need for my product? Is this a universal need on the team?
Timeline - How much time will the prospect need to make a purchasing decision?
