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18 Cards in this Set

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WHAT IS THE FOUR STEP SELLING PROCESS IN NEED SATISFACTION SELLING?
OPENING, PROBING, SUPPORTING, CLOSING
WHAT IS THE DEFINITION OF A NEED?
A DESIRE TO IMPROVE OR ACCOMPLISH SOMETHING
WHAT IS THE DIFFERENCE BETWEEN A FEATURE AND A BENEFIT?
A FEATURE IS SOMETHING OFFERED BY YOUR ORGANIZATION. A BENEFIT IS THE VALUE IT BRINGS TO THE APPLICANT.
WHAT ARE THE TWO TYPES OF PROBES THAT ARE USED?
OPEN AND CLOSED
WHAT IS A BENEFIT OF AN OPEN PROBE?
IT ENCOURAGES A FREE RESPONSE.
WHAT DOES "THE LANGUAGE OF NEEDS" MEAN?
IT IS WHAT THE APPLICANT SAYS WHEN REVEALING A NEED. (I WANT... I NEED... IT IS IMPORTANT TO ME... I'D LIKE TO...)
WHAT TYPE OF PROBE SHOULD YOU USE TO CONFIRM A NEED EXPRESSED BY AN APPLICANT?
CLOSED PROBE
WHAT IS THE GOAL OF PROBING?
TO AGREE ON WHAT WILL BE COVERED OR ACCOMPLISHED.
WHAT IS THE GOAL OF THE NEED SATISFACTION SELLING PROCESS?
TO MAKE INFORMED, MUTUALLY BENEFICIAL DECISIONS.
WHEN DO YOU OPEN A SALES CALL?
WHEN YOU AND YOUR APPLICANT ARE READY TO CONDUCT BUSINESS.
HOW DO YOU OPEN A SALES CALL?
1. PROPOSE AN AGENDA
2. STATE THE VALUE TO THE CUSTOMER
3. CHECK FOR ACCEPTANCE
WHAT ARE THE THREE TYPES OF CONCERNS AN APPLICANT CAN EXPRESS?
1. SKEPTICISM
2. MISUNDERSTANDING
3. DRAWBACK
WHAT TYPE OF CUSTOMER DO YOU HAVE WHEN THEY EXPRESS SATISFACTION WITH THEIR CURRENT CIRCUMSTANCES?
AN INDIFFERENT CUSTOMER
WHAT IS THE GOAL OF CLOSING?
TO AGREE ON THE APPROPRIATE NEXT STEP
WHEN DO YOU CLOSE?
WHEN THE APPLICANT SIGNALS A READINESS TO MOVE AHEAD OR WHEN THE APPLICANT HAS ACCEPTED THE BEFEFITS YOU'VE DESCRIBED.
HOW DO YOU CLOSE?
1. REVIEW PREVIOUSLY ACCEPTED BENEFITS.
2. PROPOSE NEXT STEPS FOR YOU AND THE APPLICANT
3. CHECK FOR ACCEPTANCE
WHEN PROBING, WHAT ARE YOU EXPLORING FOR USING OPEN AND CLOSED PROBES?
THE APPLICANTS CIRCUMSTANCES AND NEEDS.
ONCE A NEED HAS BEEN EXPRESSED, YOU UNDERSTAND IT CLEARLY AND YOU KNOW HOW TO SATISFY THAT NEED, HOW DO YOU SUPPORT THAT NEED?
1. ACKNOWLEDGE THE NEED
2. DESCRIBE RELEVENT FEATURES AND BENEFITS
3. CHECK FOR ACCEPTANCE