Week 7: Making the sales call

Question 1

What is the elements of the sales call

Answer 1

1. Making a good impression
2. Identifying need
3. Offer the solution to the buyers need
4. Credibility and trust

Question 2

What is the elements of a SPIN - technique.

Explain and give example.

Answer 2

1. Sitation questions:
   - General questions
   - To understand buyers current situation
   EX: What kind of equipment are you using at present?
2. Problem questions:
   - Questions about problems
   EX: Are your current machine difficult to repair?
3. Implication
   - Follow up problem questions.
   - Help prospect recognize true ramifications of the problem
   - (Create desire to resolve problem)
   EX: What would be consequences of a breakdown of your machine?
4. Need payoff questions
   - Follow implication questions
   - Goal: Gauge buyer´s value of solving the problem and offer a solution.
   EX: Would a reduction in the maintenance time of your machine by 50% resolve your problem?

Question 3

What do FAB stand for?

Answer 3

Feature - Quality or characteristics of the offering
Advantage
Benefit - A way in which a particular feature will help a particular buyer (related to need)

Question 4

How do you translate features into benefits?

Answer 4

EX: Laptop.
1. Create a statement about product features (12 hours battery)
2. Describe the advantages (Can last 9 - 12 hours, so your mac is going to work up to 12 hours
3. Benefit to the buyer:
Can use the mac unplugged from morning to evening

Question 5

What is FEBA

Answer 5

Features - battery time
Evidence - test from apple
Benefit - provide the safety you asked for
Agreement - Don´t you agree?

Question 6

What is the different opening to gain attention?

Answer 6

1. Intro opening
2. Referral opening
3. Benefit opening
4. Product opening
5. Compliment opening
6. Question opening