Midterm Flashcards
Persuasive Selling
Helping people see their wants or needs more clearly
Eight Psychological Concepts: Reciprocity
Feeling of obligation to give back when someone gives to us
Eight Psychological Concepts: Liking
Easier to yes to people we know and like
Eight Psychological Concepts: Social proof
Looking at the behavior of others when we’re unsure of what to do
Eight Psychological Concepts: Authority
More comfortable when experts give us advice
Eight Psychological Concepts: Consistency
We feel pressure to be consistent in what we say and do
Eight Psychological Concepts: Scarcity
We are motivated by what we are scared to lose
Eight Psychological Concepts: Compare/Contrast
We make comparisons between things
Eight Psychological Concepts: Because
We give reason for our request
A) Eight steps in the sales process: Prospecting (1)
B) Three psychological prospects of prospecting
A) Reaching out to potential customers to find new business
B) Authority, social proof, and scarcity
A) Eight steps in the sales process: Initial Metting (2)
B) Two goals of the initial meeting
A) The first impression which happens quickly and they last, anything within control should be controlled
B) Build rapport and establish expertise
A) Eight steps in the sales process: Qualification (3)
B) Two goals of uncovering qualification
A) Uncovering the prospects’ needs
B) Do you want to do business with the client and can you
(Get them to state their needs, determine the type of client you wish to work with, and build your qualification questions)
A) Eight steps in the sales process: Presentation (4)
B) Three presenting choices
A) Share how your product or service can meet the prospect’s needs (too many options could be a bad thing)
B) -Share one option
-Share multiple options
-Present three options
Eight steps in the sales process: Objections (5)
Address objections and practice dealing with them, address concerns.
Maintain the right mindset, embrace it, transition with words “but” and “however”
A.K.Al The “FEEL, FELT, FOUND APPROACH”
Eight steps in the sales process: Negotiating (6)
Focus on selling value (what I got/price), this is what the prospect wants or needs
Eight steps in the sales process: Closing (7)
Best way to close a sale starts the moment you meet your prospect, inform people into a yes, ask the right questions throughout the sales process, ask for the sale
Eight steps in the sales process: Referrals (8)
Customers won’t go out of their way to promote you but don’t ask immediately
- Connect on LinkedIn
- Cultivate the relationship
- Write a letter to introduce yourself
Steps to obtaining referrals
- Call to find out how things are going
- Remind them about the conversation
- Send a thank-you email and confirmation
- The morning of the call send a confirmation
- Make the call and have a conversation about referrals
Public Speaking For Beginners: DO’s
- Organize and concise
- Direct eye contact
- Simplified notes
- Clear, simple slides
- Confident posture/gestures
- Confident loud voice w/ pauses
Public Speaking for Beginners: DON’Ts
- ramble
- bad eye contact
- cluttered notes
- complex slides
- fidget
- too soft of a voice and filler
Body Language for Presentations
- Eye contact and smile
- Look directly into someone’s eyes long enough to finish a thought
- Posture and gestures
- Pause and nod after key ideas
How to avoid filler words
- Get comfortable with silence
- Develop a new habit with practice
- Say “period” or “pause” in practice outloud
- Breath
How to Change Tone of Voice
- changing your mindset can change your tone
- changing your habits can change your mindset
- become an expert on your own mindset
- examine your habits
- develop a new mindset and habits
How to Practice a Speech or Presentation
- Practice from an outline for a more conversational vibe
- Spread out your practice sessions over time
- Focus on just one or two improvements each time you practice
- Keep practice sessions realistic
- Visualize the first 30 seconds and the last 30 seconds of the presentation
Four Potential Outcomes to a Sales Call
- Order
- Advance
- Continuation
- No-sales
Customer Needs in the Major Sales: Implicit needs
Problems, issues, areas of dissatisfaction
Customer Needs in the Major Sales: Explicit needs
- Specific features and functions
- These are strong buying signals
SPIN Strategy
Situation
Problem
Implication
Need-Payoff
Giving benefits in major sales does what?
- Features/benefits: Are most common
- Advantages: less effective later in the sales process
- Benefits: Highest influence but only near the end
How to prevent objections
- Objections are usually created by the salesperson
- More advantages you present the more objections you get
- Develop needs before benefits
- Establish yourself as an expert in your field
- Build trust through consensus
Preliminaries
Opening the call
- Don’t use conversational openings
- Establish purpose quickly
SPIN Selling: S
Situation: Gather information
-Establish the buyer’s current situation
SPIN Selling: p
Problem: Identify pains and problems they experience that your product solves
-This step offers solutions
SPIN Selling: I
Implication: Underscore why those pains need to be solved, explore the causes and effects of those problems
-Most important
SPIN Selling: N
Need-Payoff: Lead them to conclude as such on their own, show them why your product is worth it
Persuasion
Changing behavior
Personality Types: Drivers
- Getting things done
- Being in control
- Quick results
- Assertive
- Decisive
- Direct
- Demanding
Personality Types: Expressives
- Relationship driven
- In control
- High energy
- Quick to make decisions
- Motivated
- Enthusiastic
- Charming
Personality Types: Amiables
- Relationship oriented
- Self-oriented
- Go with the flow
- Prefers anything that is non-threatening
- Thoughtful, warm, sensitive to others’ feelings
- Patient
- Consdierate
- Team players
Personality Types: Logicals
- Self-orientated
- Task-oriented
- Maintaining schedules
- Fact-driven
- Structured
- Rule-oriented
- Methodical
- Controlled
- precise
- disciplined
- Cautious
How to sell to specific personality types: Drivers
- Get straight to the point
- Talk about what they will lose
- Be consistent
- Bring in data as a source of authroity
How to sell to specific personality types: Expressives
- Connect on common interests
- Engaged concensus
- Reciprocity
How to sell to specific personality types: Amiables
- Build liking through genuine compliments
- Bring authority into the conversation
- Engage consensus
