Making the sales call

Question 1

Different opening to gain attention methods

Answer 1

1. Introduction opening
2. Referral opening
3. Benefit opening
4. Product opening
5. Compliment opening
6. Question opening

Question 2

How to find the hidden needs (3 methods)

Answer 2

1. Ask why questions
2. Ask open and closed questions
3. Spin techniques

Question 3

FAB + FEBA

Answer 3

Features, advantages, benefits

Features, evidence, benefits, agreements

Question 4

How do you generate credibility and trust? (5 tools)

Answer 4

• Commit to time meeting takes and stick to it
• Back up claims
• Creditability statements
• Balanced presentations
• Demonstrate product expertise