Term
| Describe the types of evidence that may be used to back up a claim |
|
Definition
Demonstrations
Testimonials
Facts and Statistics
Samples
Examples or Case Histories |
|
|
Term
| Why must the prospect become involved in the selling process? |
|
Definition
| This will keep them interested |
|
|
Term
| How can a novice salesperson prevent a memorized sales presentation from sounding memorized? |
|
Definition
| Tailor the presentation to the specific needs of the prospect |
|
|
Term
| What self-prepared visuals could be used by a salesperson selling a landscaping service? |
|
Definition
| Models, brochures and testimonials |
|
|
Term
| Name a minimum of 8 sales aids that could be used in a presentation. |
|
Definition
a.Testimonials
b.Business cards of existing clients
c.Pictures of clients using the product
d.Pictures of product illustrations
e.Charts
f.Models
g.Samples
h.PowerPoint |
|
|
Term
| What are the four general categories of objections – list specifics about each |
|
Definition
The Stall or Put-Off: look for the true meaning behind their words, often times they are still making a decision if they want to buy or you have not presented a compelling enough reason for them to buy.
The Searcher: a hidden request for additional information. The refusal to buy until more information about the product is presented to them.
The Hidden Objection: the prospect refuses to let you know their real concern. This includes Hidden objections to the product or service or unspoken hesitation may prevent a sale.
The Stopper: “an objection to which no satisfactory solution can be found” with justifiable reasons for not making a purchase. |
|
|
Term
| What are the 6 steps for overcoming buyer concerns? |
|
Definition
1.Listen carefully and hear the prospect out
2.Confirm your understanding of the objection
3.Acknowledge the prospect’s point of view
4.Select a specific technique
5.Answer the objection - say just enough to answer it
6.Attempt to close - continue the presentation if you do not succeed |
|
|
Term
| What are the four logical times to respond to buyers concerns (expand on each)? |
|
Definition
Anticipate and forestall objections: prospects may see objections to buying your product in the presentation, address the possible objections in your presentations before the prospect has a chance to ask their question or state their concern.
Postpone the answer until later in the presentation: use this method when you were planning to answer that question in your presentation at a later time and the prospect has jumped ahead.
Answer it immediately when it is raised: most valid objections should be answered immediately unless you have a reason to postpone them (like it will be answered later in the presentation).
Do not answer an excuse: find an alternative way to avoid answering an excuse. If you must reply to excuses say their concerns will be addressed at the presentation. |
|
|
Term
| What are the 6 steps for overcoming buyer concerns? |
|
Definition
1.Listen carefully and hear the prospect out
2.Confirm your understanding of the objection
3.Acknowledge the prospect’s point of view
4.Select a specific technique
5.Answer the objection - say just enough to answer it
6.Attempt to close - continue the presentation if you do not succeed |
|
|
Term
| What are the 7 techniques for handling objections? |
|
Definition
1.Feel, Felt, Found
2.Compensation or Counterbalance Method
3.Ask “Why” or a Specific Question
4.Deny the Objection
5.Boomerang Method
6.Curiosity Method
7.Deflection Method |
|
|
Term
| List and discuss the four methods for coping with price objections. |
|
Definition
1)Price Breakdown: If a customer is protesting the magnitude of the price give them a breakdown of the total cost over a period of time.
2)Presumption of Exclusivity: When the price of your product is more than your competitors stress the features of the products that are exclusively yours and unique.
3)Comparison: Compare the superior quality of your product to those the prospect’s company already uses.
4)Sell Down: have a variety of products or optional benefits available to your prospect if they are interested but the top product is out of their budget. |
|
|
Term
| How can an objection be considered a buying signal? |
|
Definition
Offering objections are another way of telling the salesperson
A. “Here are my conditions for buying”
B. “Reassure me buying is the right thing to do with the answers of a few more questions.”
There are verbal and nonverbal signals which may help a salesperson decipher if a prospect is making legitimate objections or simply putting off the process. |
|
|
