Questions Flashcards
Why my sales people continuously prospect?
Clients may switch to competing suppliers, buyers may be transferred to other jobs within their firms, client firms may be taken over by other firms, some current customers may go bankrupt.
What percent loss of current customers is normal?
15-20%
Why does a sales person experience call reluctance?
Whirring about the worst case scenario is, being overly concerned with looking successful, being fearful of making group presentations, appearing too pushy, losing friends or family approval, and using the phone for prospecting
What is valuable information to collect about prospects?
Personal name family status education aspiration interest social style attitudes toward salespeople your company or product relationship bonds reference groups formal reporting relationships evaluation of products and services product attributes are important
What is likely to occur if the sales person doesn’t know the basics about the prospects company?
…
What are the steps and setting call objectives?
Review what is been learned from recall information gathering
What is the sweetest and most important sound a customer wants to hear?
His or her name
What are effective call objectives
All objectives should be smart. specific, realistic, measurable, achievable, time based
Which personality types are most receptive to small talk?
Amiables and expressives
What is the sales person’s best line of defense when something goes wrong?
Maintain the proper perspective and a sense of humor. Sincerely apologize. And think before you speak
Why should a salesperson use visual aids and get a prospect actively involved in the communication process?
It keeps the buyers attention, improves the buyers understanding, helps the buyer remember what was said, offers proof of those sales person’s assertions, creates a sense of value
When our charts particularly useful?
Large amounts of information
When do buyers raise objections?
Setting up an initial appointment. Most common one products services concepts are unfamiliar to buyer.presentation – objections show the prospects interest. Attempting to obtain commitment – may reveal a poor job up to this point. After the sale – carefully respond to these objections.
How should I sales person deal with objections?
They anticipate objections and prepare helpful responses, the address known problems before the prospect of us that is they forestall non-concerns, the relax and listen and never interrupt the buyer, and make sure that the objection is not just an excuse, they always tell the truth, refraining from arguing or contradicting, and welcoming objections
What objection technique or method is best when the objection concerns price?
Postpone when the price objection occurs early
