Sales Pitch Flashcards
What is the goal when opening a sales conversation?
Having the customer settle in.
What three things can one do to have the right vibe during the sales opening?
- High level of energy
- Paying attention
- Act like an expert rather than sounding nervous (like a doctor in a doctor’s office)
How long is the opening phase of a sales conversation?
30-60 seconds.
What three actions are to be accomplished by the sales opening?
- Greet the person.
- Get them talking by asking them how they are doing.
- Move things forward if things get sidetracked (shall we get into it?)
What is the second phase of the sales conversation, and how long is it?
Spend 1-2 minutes building rapport.
What is the main purpose for building rapport?
As we learn about the prospect’s situation, we want the conversation to be open and honest.
What type of rapport are we seeking?
We are seeking expert rapport, like a doctor has with a patient, rather than friendship rapport. We are there to solve problems, not becoming friends.
What 4 actions occur during the Building Rapport phase?
- Establish expert rapport.
- Show the value of having the conversation.
- Show that I care.
- Continuing the conversation leads to a desirable outcome.
What 4 things are said during the Building Rapport phase?
- Thank for spending time.
- “What I was hoping to do is to understand more about your business situation and what you might be stuck on - so that we can then look at what might be the best next step for you to take.”
- “If we can work together, we can then look at that more. If not, I will do my best to give you solid advice you can put into action either way.”
- Does this sound good to you?
At the end of the Building Rapport phase, we ask whether this sounds good to them. Why?
When the prospect answers yes, this indicates they are accepting the sales framework, where we, as the expert, ask them questions, and they provide answers so that we can help them.
What phase of the sales call is after Building Rapport?
Understanding the Context (Their Situation)
Why do we need to understand the customer’s context?
It’s to learn about the customer’s big picture before delving into problems.
How long does it take to understand the customer’s context?
2 - 5 minutes, long enough to get a quick picture, not to write a history of the business.
What are the 4 types of information to be gathered to understand the customer’s context?
- What you do in your business?
- Who they sell to?
- What their goals are?
- Where are they stuck?
Before the sales call, what needs to be prepared for the context gathering phase?
5 - 10 questions covering the 4 types of information to be gathered.
What are the 3 ways to get information that moves from context gathering to problem gathering?
- They have already told us about clear problems they are needing to solve.
- We’ve talked about their goals.
- We’ve discussed their situation.
We don’t want to focus on all problems, just the ones that are right in the context of selling. What are the 4 criteria for finding the right problems?
- They are relevant to the services we offer.
- The business finds them to be the most important.
- It is worth spending to fix it because it helps with money.
- There is an urgency for fixing the problem right away instead of down the line.
What is the ultimate goal of the Building Rapport phase?
We want the customer to agree upon the sales framework of us asking questions and them answering them honestly.
Why is it necessary to dig deeper into the customer’s problems?
Status Quo Bias is the reasons why the customer hasn’t yet taken action on the problems already. We need to dig deeper in order to stack up enough reasons in order to overcome Status Quo Bias.
Prior to digging deeper, you’ve made mental notes of the broad categories each problem falls into. (Sales, Customer Quality, etc.) What are the 3 goals for digging deeper into the problems?
- For each of the broad categories, go into more detail about that category.
- As enough details are gathered, begin to determine the impact that category has on the business.
- Assess the loss to the business or the pain as a result of these impacts. This is the key to overcoming Status Quo Bias.
