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16 Cards in this Set
- Front
- Back
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Definition of NEED
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a desire to improve or accomplish something
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Goal of Need Satisfaction Selling
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to make informed, mutually beneficial decisions
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Goal of open?
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to agree on what will be covered or accomplished
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When to OPEN?
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you and your prospect are ready to conduct business.
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How to open?
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propose a agenda, state the value, check for acceptance
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Goal of PROBING
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to build a clear, complete, mutual understanding of the prospect's needs
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When to probe?
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you want to elicit information from a prospect.
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How to probe?
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use open and closed probes to explore prospect's circumstances and needs
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Definition of clear
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specifically what the prospect wants; why it's important
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Definition of complete
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all of the prospect's needs; the priority of the need
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Goal of SUPPORTING
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to help a prospect understand specifically how you can satisfy a need
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When to support?
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the prospect has expressed a need, you both clearly understand the need, you know your product/organization can address the need
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How to support?
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acknowledge the need, describe relevant features and benefits, check for acceptance
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Definition of FEATURE
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a characteristic of a program or the U.S. navy as a whole
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Definition of BENEFIT
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what a feature means to a prospect
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Goal of CLOSING
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to agree on appropriate next steps
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