Sales - Week 1 Flashcards
1
Q
What are the 4 “P’s” of the sales lifecycle
A
- Preparation
- Prospecting
- Presentation
- Post-sale
2
Q
When cold calling, what kind of answers can increase your opportunity to gain access to a decision maker?
A
- Short answers
- Saying “thanks” or “thank you” at the end of each answer
3
Q
What 3 questions are decision makers thinking when you get them on the phone?
A
- Who are you?
- What company is this/who is planet?
- What can you do for me?
4
Q
When you are told “No” on a call what is the first thing you should say?
A
Start your sentence with an empathy statement like “I understand”
5
Q
When prospecting, what trigger events can you reference?
A
- Leadership change
- Acquisition
- New product launch
- Change in regulations
- Growth initiatives
6
Q
How can you use google to help you prospect?
A
Set up “google alerts” to be notified of any updates for companies you are prospecting
7
Q
What are the various client entry points?
A
- RFI / RFP
- MSA / Perm Agreement
- Subcontract Relationship
- Recruiting Process Outsourcing (RPO)
- Master Service Provider (MSP)
- Proactive Sell
- Statement of Work (SOW) / Purchase Order (PO)
8
Q
What is the process for reviewing a client contract?
A
- Review MSA with Line Manager - commercials / fee structures
- Send to Marni Helfand (General Counsel) for legal review
- Once finalized, Divisional President will execute agreement
