Term
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Definition
- Thinker: wants facts and figures
- Feeler: emotional; they care about the seller
- Intuitor: likes ideas and innovations. Looking to better themselves
- Sensor: get to the bottom line
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Term
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Definition
- Prospecting- finding customers
- Preapproach- strategizing about the prospect
- Approach- facetime with potential client
- Presentation- further uncovering needs of the prospect
- Trial Close- can be done whenever. best after an objection.
- Objection- "no" doesnt necessarily mean no
- Meet Objections- answer the objections
- Trial Close
- Close
- Follow up- most important step
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Term
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Definition
serves the role of finding prospects for your company. Institution or person. |
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Term
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Definition
have the prospects name and they might be willing to do business with you |
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Term
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Definition
- Must have willingness to buy (desire)
- Authority to buy
- Capacity to buy (Money)
- MAD
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Term
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Definition
- cold canvassing- no relationship to potential client
- Endless chain of customer referrals
- Orphaned customers
- Sales lead clubs- everyone shares info.
- Public exhibition- career fair
- Centers of influence
- Telephone
- Networking- most important
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Term
What makes up a prospect pool? |
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Definition
- leads
- referrals
- orphans
- your customers
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Term
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Definition
Ask for them when customer is satisfied and be specific |
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Term
Preparation for a meeting |
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Definition
- determine who you need to meet
- short email
- extensive customer research (know buyers assortment)
- extensive market research (competition, opportunity gaps, pricing etc.)
- identify the opportunity gap within the retailers merchandise mix
- a very concise and targeted presentation with sample base on our research
- Value proposition (why they should choose you)
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Term
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Definition
- directs how you approach each sales call
- your purpose for any sales call should be to make a contribution to the welfare of the person
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Term
Plan to achieve your purpose |
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Definition
- plan each day, and carry out you plan adjusting to circumstances as you go
- good for call reluctance
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Term
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Definition
- a plan is a method of achieving an end
- the foundation of your plan must be based upon your principles, honesty, and the needs of your client
- what is the END you want? making a sale at some point. How do you get there? by pre-call planning
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Term
Strategic customer sales planning- the pre approach |
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Definition
Reasons for planning the sales call
- builds confidence
- develops atmosphere of good will
- reflects professionalism
- generally increases sales
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Term
Planning steps for a presentation |
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Definition
- determine sales call objective
- develop review customer profile
- develop customer benefits
- develop sales presentation
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Term
Set a SMART call objective |
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Definition
- Specific
- Measurable
- Achievable or agreed upon
- Realistic
- Timed
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Term
You can ask a buyer "you did not buy, I would like to know why?" |
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Definition
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Term
Ask for a specific appointment time when cold calling a potential buyer |
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Definition
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Term
The prospect's five mental steps in buying |
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Definition
- attention
- interest
- desire
- conviction
- purchase
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Term
Overview of the selling process |
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Definition
- getting the prospect's attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem
- uncovering and answering the prospect's questions and revealing and meeting or overcoming objections results in more interest desire
- desire is transformed into the conviction that your product can fulfill the prospect's needs or solve problems
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Term
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Definition
- leads into the presentation (the beginning)
- the time where the salesperson first contacts the buyer to the beginning of the discussion of the product
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Term
Approach could last seconds or minutes and involves: |
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Definition
- meeting
- greeting
- rapport building
- schmoozing (find common ground)
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Term
Must take the approach seriously: |
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Definition
- considered most important step
- will not get a second chance
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Term
First impression critical to success |
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Definition
- projected by appearance and attitude
- only have one chance to make a favorable first impression
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Term
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Definition
- with a statement
- with a demonstration
- with a question or questions
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Term
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Definition
- introductory approach
- complimentary approach
- referral approach
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Term
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Definition
- close ended question
- can be answered with a few words such as: "what kind?" or "how many?"
- does not really tell you much
- little feedback information
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Term
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Definition
- open ended question
- "who will use this product?" and "what features are you looking for in a product like this?"
- this is to obtain unknown or additional information
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Term
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Definition
- useful if you areunclear and need to clarify the meaning of something said
- Ex. "are you saying that price is the most important thing to you?"
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Term
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Definition
- used to change the direction of the conversation-often from a negative to a positive
- ex. "wouldn't you agree that you continually need to find new ways to increase your company's sales?"
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Term
3 rules to using questions |
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Definition
- use only questions that you can anticipate the answer to or that will not lead you into a situation from
- pause or wait after submitting a question
- listen
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Term
Be flexible to your approach |
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Definition
be willing and ready to change your planned approach |
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Term
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Definition
- completely and clearly explains all aspects of the salesperson's value proposition as it relates to a buyer's needs
- determine buyer's needs through asking good questions
- determine needs and wants through questions and then present a solution
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Term
The structure of sales presentation |
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Definition
- structured or canned or memorized selling
- semi-structured or formula selling
- need-satisfaction selling or unstructured selling
- problem-solution selling or customized selling
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Term
If you are a new sales rep., _____________ will give you confidence only until you are most familiar with the product to sell without a script |
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Definition
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Term
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Definition
usually done by telemarketers. Can be used for current customers for resales. |
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Term
Need-satisfaction selling |
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Definition
asks a lot of questions, used by financial services and real estate. used in many cases the first time you call a prospect. |
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Term
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Definition
- either you or your team presents the proposal to a group of decision makers
- the larger the group, the more structured the presentation needs to be
- give proper intro
- establish credibility
- provide an account list
- state your competitive advantages
- give quality assurances and qualifications
- cater to the group behaviorial style
- get people involved
- the proposal
- no prices
- summarize benefits
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Term
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Definition
- oppositions or resistance to information or the salesperson's request is considered to be an objection
- accept objection as a challenge
- people do not want to be taken advantage of
- learn to overcome objections
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Term
When do prospects object?
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Definition
- at any time during the selling process
- use trial close to ensure you have answered the objection
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Term
When do objections happen most? |
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Definition
after you present your value proposition |
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Term
If you do the previous steps well, your objections will be minimized or non-existent. |
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Definition
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Term
Basic points in meeting objections |
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Definition
- plan for objections
- anticipate i.e. take care of them in the presentation
- be positive
- handle objections as they arise-postponement may cause a negative mental picture or reaction
- listen-hear them out-let client talk
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Term
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Definition
- request for info.
- a condition (negotiation can overcome a condition)
- major or minor objections
- pratical or psychological objection
- hidden objections
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Term
6 major categories of objections |
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Definition
- hidden objections
- stalling objections
- no-need objections
- money objections
- product objections
- source objections
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Term
Techniques for handling objections |
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Definition
- the dodge-dont respond to objection immediately
- rephrase as questions
- postpone- clarify with permission later
- boomerang- take a negative into a positive
- ask questions- most often used response
- denial- "no, that is not true. there are the facts." use proof statement
- indirect denial- try to focus client on something else without directly saying no
- third party- referral or some kind of testimonial (only use if it is real)
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Term
When do you use a trial close? |
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Definition
- after answering an objection
- after the presentation but before the close
- after making a strong selling point in presentation
- immediately before you move to close the sale
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Term
Not overcoming the objections |
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Definition
- admit it
- compensate for it by showing how your product's benefits outweigh the disadvantages
- try to close and get buyer to say "no"
- leave the door open for a return visit
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