Term
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Definition
-Facts about the product, service, system, terms, etc.
-These focus on the product |
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Term
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Definition
-What the feature means to the prospect & their company
-These focus on the prospect |
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Term
| Diff b/w features & benefits (3) |
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Definition
-Every time you mention a feature, translate it to a benefit and personalize the benefit;
-This tie is made of silk (FEATURE). That means it won't wrinkle in your suitcase (BENEFIT). You'll create a good impression on your client (PERSONALIZED BENEFIT). |
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Term
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Definition
| A conscious attempt to achieve ones objectives by persuading others to act in a manner conducive to the attainment of those objectives |
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Term
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Definition
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Term
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Definition
Role- Multi-faceted
Final approval
Veto power
Focus: Bottom-line & impact on the org.
Asks: ROI? (Profit justification) |
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Term
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Definition
| Individual buyer behavior styles, who are they & how do they like to buy? |
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Term
| 4 Circumstances in which B.I. goes up to the next level in T.O.: |
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Definition
1. Large $ amount
2. Poor economic/Business environment
3. Less experience w/ your company
4. " " with your product/service |
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Term
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Definition
Role- Make judgements of impact on job
performance
Focus- job to be done
Asks-How will it work for me? |
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Term
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Definition
Role- To screen out
Focus- Product per se
Ask- Does it meet specs? |
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Term
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Definition
Role- Acts as a guide for sale
Focus-Your success w/ this proposal
Asks-How can we pull this off? |
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Term
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Definition
1. You have cred. & are trusted by coach
2. Coach has cred. w/ buying org.
3. Coach wants you to succeed |
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Term
| Sales Pro Mod 1: Essence of a Sales Pro (1) |
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Definition
Know your stuff:
-Your product & how it compares w/ the comp.
-Your industry, emerging alternatives, legislative environment
-Everything there is to know about prospect & all B.I.'s
-The prospect's business, their customers, & their customers' businesses |
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Term
| Sales Pro Mod 1: Essence of a Sales Pro (2) |
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Definition
Relationships, Integrity, & Trust are the cornerstone of professional selling:
-You can't compete on price against the on-line competitor
-You must create V with yourself personally as a partner, not as a supplier
-Create V with business-building ideas as an expert, consultant, and helper
-Help your customers serve their customer base by I.D.'ing & exploiting opp's |
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Term
| Sales Pro Mod 1: Essence of a Sales Pro (3) |
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Definition
Evaluate your company & the company you keep:
-Your company must have a differential advantage and be totally committed to servicing its customers
-Your company's support system must be able to deliver on promises and make it easy to do business with you
-You must be able to say "We're the best, with value worth the price"
-Forget the favors and fear of the GOB network |
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Term
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Definition
| The amount of control & forcefulness a person attempts to exercise over other people, their thoughts, and their emotions-or over situations |
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Term
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Definition
| The readiness with which a person outwardly shows emotions or feelings and develops relationships |
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Term
| Assertiveness/Sensitivity Behavioral Style Matrix |
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Definition
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Term
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Definition
Pace: Slow
Priority: Relationships
Office Area- Pictures of fam & friends
Lots of friendly personal stuff
Open, informal seating
Characteristics-
Seeks first-name personal rel,'s
Slow taking actions & making decisions
Weak at goal-setting & self-direction
To Sell Them-
Focus on personal feelings/opinions
Develop trust, show a personal interest
Casually move along slowly & informally |
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Term
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Definition
Pace: Fast
Priority: Relationships
Office Area-
Disorganized & cluttered desk
Awards & motivational slogans on wall
Seating facilitates contact
Characteristics-
Likes active/intense invlvmnt w/ others
Exaggerates & generalizes; anecdotes
Seeks esteem & acknowledgement
To sell them-
Get them talking about their dreams &
how you can be a part of them
Be entertaining & fast-moving
Use success stories & testimonials |
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Term
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Definition
Pace: Slow
Priority: Tasks
Office Area-
Structured, organized, functional
Job-related charts/graphs/spreadsheets
Formal, non-contact seating
Characteristics-
Cautious actions & decisions they make
by themselves
Facts & data: Wants specific details
Intellectual, not personal, invlvmt
To sell them-
Have all facts/be sure they're right
Give them alt.'s with respective adv,'s
& disadv,'s
Keep things in writing & let them have
time to verify your claims
Follow-Up : confirm facts |
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Term
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Definition
Pace: Fast
Priority: Tasks
Office Area-
Many projects/materials/work on desk
Decor suggests power & control
Closed, non-contact seat/pos. for power
Characteristics-
Cool, independent, competitive
Impatient, dominant, likes control
Low tol. for feelings/advice of others
To sell them-
Let them discover truth for themselves
& think it was their own idea
Recognize their ideas but not them
personally
Respond to intimidating statements w/
neutral statements or clarifying Q's |
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Term
| Sales Pro Mod 2: Manage your time, Manage your Life (1) |
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Definition
YOU GET PAID FOR RESULTS, NOT WORKING HARD
-Det. your "A" priorities for the week
and for today
-Designate THE most important "A1"
priority
-Invest in technology and software to
do the A's more efficiently
-Reduce, eliminate, or farm our all B &
C priorities |
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Term
| Sales Pro Mod 2: Manage your time, Manage your Life (2) |
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Definition
DON'T SQUANDER PRECIOUS TIME
-ID time gaps between activities, & put
that time into work
-Arrive early for appts, then read or
do paperwork
-Calc the payoff of your
prof/networking activities
-Winners do not sit around office
socializing/bitching |
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Term
| Sales Pro Mod 2: Manage your time, Manage your Life (3) |
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Definition
NEW PERSPECTIVES ON WINING & DINING
-People who have time for 2-hr lunches
are prob not decision makers
-It's the customer's $ that pays for
meals & entertainment
-Dual-career couples are less inclined
to business socializing
-When interviewing for a job, ask about
the expectations for socializing |
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Term
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Definition
The intentional, or unintentional, conveyance of meaningful concepts thru more than 1 channels of conveyance
Watzlawick/Beavin/Jackson
Pragmatics of Human Communication
1967 |
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Term
| 6 Axioms of Communication |
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Definition
1. One cannot not C. It's 24/7 with
everyone.
2.Simultaneously stimulus, response, &
reinforcement
3. Content/relationship
Relationship affects the meaning &
interpretation of content
4.Verbal/Nonverbal
Verbal-Formal structure/language/
rules. > satisfactory for content;<
satisfactory for relationship
Nonverbal-No such formal structure/
language/rules. < satisfactory for
content, > for relationship
5. Relationships can be on the same
level or diff. levels of power &
assertiveness, which may shift
abruptly
6. People are continueously redefining
the nature of their relationship,
esp. trust, respect, & closeness |
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Term
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Definition
WEAR CLOTHING APP. TO SITUATION
-Be aware of org. dress codes/norms
-Dress for the job you want not have
-Older persons w/ higher incomes prefer
more conservative attire
WEAR CLOTHING APP TO YOU
-Dark colored clothing enhances
perception of authority & maturity
-Softer, lighter shades help divert
attention from large/muscular persons
PAY ATTENTION TO YOUR ACCESSORIES
-Coordinate colors of clothing, belts, shoes, socks
-Have a high-quality briefcase in new condition
-Avoid anything on your vehicle or
person which associates you w/
orgs/prefs/or beliefs not germane
to bus. @ hand |
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Term
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Definition
-Maintain a conversational speaking
rate of 125-150 wpm; Rates over 200
wpm indicate nervousness/anxiety
-Use pauses appriopriately
-Deliberate pauses before important
pts enhance the impact of that pt.
-Lengthy pauses before responding to
a Q make you appear indecisive/lack
of confidence
-Vary Volume, pitch & rate of speech
-This will make you appear more
interesting, dynamic, & confident |
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Term
| Other Do's/Don't's of Nonverbal Communication (1) |
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Definition
EYES
DO: Sustain eye contact
Look directly at prospect
DON'T: Look down or away
Exhibit shifty eyes
Blink excessively/flutter eyes
GESTURES DO: Make gestures that are
spontaneous/unrehearsed/ relaxed
Use head/hand gestures to emphasize
points & convey feelings/emotions
DON'T: Use distracting hand to face
gestures
Exhibit weak or tentative gestures
Smile out of context
Fidget or tug at clothing |
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Term
| Other Do's/Don't's of Nonverbal Communication (2) |
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Definition
POSTURE
DO: Assume an open & relaxed posture
Use postural shifts to indicate
interest
Lean forward when making a point
Walk confidently
DON'T: Appear tense or rigid
Communicate w/ crossed arms |
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Term
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Definition
-Excessively loud speech will make
you appear overly aggressive
-Pay attention to other vocal qualities
-Grammar, words, and pronunciation in
Proper Bus. English
-Avoid flatness, nasality & tenseness
-Don't interrupt
-Avoid inconsistent messages in which
nonverbals conflict with content
-Maintain cool @ all times. Never
show neg. emotions such as anger or
frustration
-Avoid nonfluencies such as OK, you
know, nome sane |
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Term
| Sales Mod 3: Communication & Relationships (1) |
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Definition
BUILD A SOLID FOUNDATION OF EFFECTIVE COMMUNICATION BASICS
-Get the prospect to talk & listen
-Write & e-mail the same way you speak
-Demonstrate pos. attitude & enthusiasm
-Ineff. NVC can put you out of the game
in 7 secs |
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Term
| Sales Mod 3: Communication & Relationships (2) |
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Definition
RELATIONSHIPS ARE KEY TO SUCCESS IN SELLING
-Command respect. Do what you say, respect confidentiality, and be a person others like to do bus. with
-Never say "not my fault"; fix it
-There is a place for bus. gestures when not expecting something in return
-Cultivate relationships w/ people outside of exec's; they really know what's going on |
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Term
| Sales Mod 3: Communication & Relationships (3) |
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Definition
EMERGING ISSUES IN COMM.
-Your comp. knows everywhere your comp. has ever been
-E-mail bears your name/comp.'s name; Assume it will be forwarded
-Contact prospects with an e-mail/VM as a prelude to personal contact
-Check e-mail/VM first thing, before lunch, end of day. Reply/call back ASAP |
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