Selling

Question 1

Selling Framework (KYC, all for your client)

Answer 1

Problem -> Consequences (negative and positive) -> Needs -> Solution (please close numerous sales)

Question 2

Strategy Hierarchy

Answer 2

Market -> Fat Prospects -> Account Mgmt -> Personal Touch

Question 3

Core Selling Frameworks

Answer 3

• no prior contact: summarise understanding
• multiple decision makers: reach near client how to sell it back to others at his group
• selling to a persona: mirror and reflect back
• sales proposal / online: short & sweet, creds
• latent needs: PCNS 2x to convince clients to seek it with you

Question 4

Advanced Selling Frameworks

Answer 4

• trial close: tick boxing
• negative / minimise alternatives
• price vs reference point: set the right ref before giving price
• customers word choice: reflect it back
• probing for high priority problems
• demonstrating intimate understanding of client problem(no jerk)
• expanding the problem of your solution at onset seems like an overkill
• never threaten senior execs sense of power (same for all the customers)