Term
| What four categories of benefits does VAS apply to? |
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Definition
| product, relationship, company and salesperson benefits |
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Term
| What goes beyond FAB and presents and demonstrates the benefits that the customer will receive from purchasing from their company |
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Definition
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Term
| What are the steps of planning the sales presentation |
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Definition
Gathering information
Identifying problems and needs
Preparing and Presenting the proposal
Confirming the sale or relationship
Ensuring customer satisfaction |
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Term
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Definition
Show the products features
Explain it's advantages
Lead into the benefits for the prospect
Let the prospect talk
Start a trial close |
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Term
| What should you remember about step 3 preparing and presenting the sales proposal? |
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Definition
Professional Approach
FAB leads to Sells
VAS |
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Term
| 4 Principles for effective sales presentations |
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Definition
Participation- prospects retain more info and develop more favorable attitude
Association- remember more info better if they can connect it to past experiences and knoledge
Transfer- seeing the product being used in similar situation
Insight- facts and figures relevant to the prospects own experience |
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Term
| what are the steps to aligning the sales presentation |
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Definition
1. who is the prospect audience
2. what benefits are the prospects seeking
3. how do the prospects prefer to communicate |
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Term
| What does SADTIE mean and when do you use it |
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Definition
Statistics
Analogies, similes, metaphors
Demonstrations
Testimonials
Incidents
Exhibits |
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Term
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Definition
| strategy where a salesperson ask a series of positive leading questions |
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Term
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Definition
| leading the prospect through the mental states of buying (attention, interest, desire, and action) AIDA |
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Term
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Definition
| Salesperson tries to find dominant buying needs |
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Term
| Consultative problem solving |
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Definition
| most recommended. Focus on the prospects problems not the sellers product. Emphasize partnership and stressing Win Win outcome |
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Term
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Definition
| Combo of several sales methods |
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Term
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Definition
| presentation made to a group of decision makers from different functional areas |
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Term
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Definition
| stressed adaptation of each sales presentation and demonstration to fit each individual prospect |
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Term
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Definition
| highly structured or patterned selling approach |
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