test 2

Question 1

is you are always prospecting then

Answer 1

you will approach the challenge creatively
attempt to build long relationship
provide ongoing value

Question 2

why do we lose customers

Answer 2

they go out of business
competitor gets them
customer moves on or dies
merge
relationship deteriorates

Question 3

what is the objective of qualifying your prospect

Answer 3

you want to move them from a targeted person/company to a qualified prospect. This means youhave evaluated them and have more information about them than normal.

Question 4

Class A Qualified prospect

Answer 4

you have been referred
they have the ability to pay
ability to make the buying decision
have all the personal info that i need

Essentially follow MADDEN

Question 5

MADDEN

Answer 5

Money
Approachable
Desire
Decision Maker
Eligible
Need

Question 6

Many ways to prospect

Answer 6

Referrals- have the ersonmake the initial contact for you and learn to prospect your prospects. Must do this with respect and ask for their help while telling them your course of action.

Center of Influence- these are the people who believe in you and can influence a sig number of people. They are willing to give you names of qualified prospects regularly.

Cold Call- 1/7 will answer
Group prospect, DM, Observe,Civic Group, Network, Leads from Company, Website.

Question 7

what 4 things move your lead to a qualifies prospect

Answer 7

prospecting- preapproach-approach-need discovery

Question 8

how long do sales people expect you t invest in making a call to them

Answer 8

30 mins- but make sure to find out what keeps them up at night

Question 9

remember that you are always in control of the salesperson

Answer 9

so remember to ask around in your company about experiences and be sure to observe

Question 10

when is the best time to call a prospect

Answer 10

best time is when you have the best chnae of reaching your prospect. You can also use a letter because a letter is unique nowadays

Question 11

6 step telephone track

Answer 11

1- intro yourself and your company
2- take curse off the call- get permission to cont because it is an interruption
3- state purpose- mesntion a referral or use your lead in
4- interest capture statement- usually provide a customer benefit or pose a question
5- request appt- dont give too much info but pose a or b as a choice of times to meet
6-overcome resistance- agree with them, then come back to your reason for appt, ask for it again and get the appt!!

Question 12

Purpose of approach

Answer 12

make a fav impression, gain undiv attn, develop pos interest, and transition smoothly into needs discovery

Question 13

how long do you have before your prospect decides to buy from you

Answer 13

4 mins

Question 14

what is bad about first impressions

Answer 14

based on emotions
not all behavior traits show up
behavior may be controlled by either party
earlier event may influence behavior

Question 15

rule of ten

Answer 15

first ten words tat you say when first meeting a client is that you should include a form of thanks

Question 16

2 ways to gain attn

Answer 16

appeal to senses, and provide benefits

Question 17

10 types of approaches

Answer 17

1 self intro- weak but strong with paired with smething. tell them who you are and your company.
2- qualifying question- seeks a commitment from a question and can guage if they are warm, cld or red hot
3- customer benefit- gives prospect reason to listen and risk to not
4-curiosity- you already know of the company, but ask questions for them to shed light on your company
5-compliment
6-referral
7-product app- hand product, if cant bring product bring sample, model, lit
8- premium- give them a sample or small gift
9-question- just est 2 way comm
10- showmanship- do something unusual like dropping a plate

Question 18

4 key obj to questions

Answer 18

discover their hot button
est purchase criteria
agree on a time frame
gain agreement on problem

Question 19

SPIN

Answer 19

Situation- data gathering qs to uncover facts. they should be non threatening and create trust

Problem- should explore needs, and have prospect recognize that they do have a problem

Implication- build the seriousness of the problem with phrasing. Attach a bottom line to the question

Need Payoff- this is value of your solution, telling them of the benefits. creates a pos solving atmosphere

Question 20

Amplification question is

Answer 20

when you encourage the prospect to continue giving additional info. This allows the salesmen to rephrase, continue to add info, invite prospect to expand/clarify, and or narrow down generalization and clear ambiguity

Question 21

4 types of amplification questions

Answer 21

1- double check- giving feedback, and restating prospects remarks
2- nonverbal- gestures
3- silence- shows you dont understand
4- contunuiation- encourage more communication

Question 22

internal summary v getting agreement

Answer 22

designed to summarize what you understood, and then you can underscore your important point, while getting agreement you formally state the problem and establish it

Question 23

4 adv to listening

Answer 23

anticipate response
mentally summarize the message
form response
listen between the lines

Question 24

typically present 6-8 benefits in 24 hrs you remember just 1. what % do you remember one that was incorrect and % remember something that was never said

Answer 24

39 and 49

Question 25

when selling to prospect what do you want to convince them

Answer 25

that you are the best source to buy from after providing how you have deep product knowldege, authentic, and enthusiastic.

Question 26

3 styles of presentation

Answer 26

1- memorized- quick production meaning you can get to work right away. you also will make sure to get all the info right away. it is proven to be effective and you can build confdence.
2- outline- need to know people and prodcuct better. allows you to check notes about their goals
3- extemporaneous- very skilled shooting from the hip

Question 27

units of conviction

Answer 27

means to convince your prospect on what they need and are mini presentations

Question 28

5 parts of units of conviction

Answer 28

1-feature- fact about prod/serv
2- transitional phrase- bridge
3-benefit0 whats in it for me
evidence- stats
tie down- trial close

Question 29

features v benfits

Answer 29

features are the same for everyone

benefit is the value perceived by the customer, it differs

Question 30

what is a tie down question

Answer 30

question that confirms tha the prospect agrees the benefit is applicable and important to them, what them to say yes

Question 31

objection

Answer 31

is anything the prospect says or does that presents an obstacle to the smooth completion of the sale
those who buy present 2x as many objetions and well over 5

Question 32

4 types of rejections

Answer 32

searcher- request for add info
stopper”gamebreaker”- physically cannot do this
hidden objectiveïceberg” uncover hidden needs before you can sell to them
stall- puts off to avoid making a decision

Question 33

Deciding on when to answer onjetions

Answer 33

1- anticipate and forestall objections by placing them in the presentation
2- postpone- employ empathy, and allows you to maintain control
3- answer immediately- allows them to concentrate on the rest of the sales shows sincercity, and prevents them from thinking you dont know the answer
4- dont answer an excuse- if serious it will be brought up again

Question 34

Tech for handling obj

Answer 34

1- feel felt found- refer to 3rd party
2- compensation or counterbalance- admit disadv but then show how the objection is overshadowed by other benefits
- deny objection0 high risk method, but b firm and make sure you are right.

Question 35

indirect denial

Answer 35

they have a valid objection and somewhat accurate. You give facts and blame yourself

Question 36

boomerang

Answer 36

turn obj into a reason to buy. shows you agree but you also need to show how this should not prevent you from doing business with you

Question 37

price objection

Answer 37

if too hgih tell them the value
LCD- break it down for them
price exclusitivity- your exclusive features and unique product
comparison- show your value and apples to oranges in the product

Question 38

close

Answer 38

question asked or action taken by a slaesperson designed to elicit a positive buying decision from prospect
you need to ask them for the sale, close them

Question 39

closing consciousness

Answer 39

believe in wat you sell, assume commitment and confidence is contagious, and your attitude will show you sincercity. Remeber rejection is not personal and you need to count your successes

Question 40

buying signals

Answer 40

CHEF
Cheek/chin
Hands
Eye contact
Friendly Prospects

Question 41

trail close v closing question

Answer 41

trail close- asks for opinion

closing question- asks for a decision

Question 42

assumptive closes

Answer 42

Cont yes yes close
physical action close
order bank- sign contract
ownership close- say how will you celebrate with new product

Question 43

other closes

Answer 43

direct- straightforward but must earn respect

summary- summarize benefits, and you can easily adapt a feature to close

Impending event- should buy now because soon prices will be going up

Balance sheet close- weigh pros and cons

Trail order close- puppy dog, get to take it home and try it

never best time- i know some people who waited and it failed for them

123- summarizes in sets of three items

Call back- need to call back 5 times if you want to close sale