Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
18 Cards in this Set
- Front
- Back
|
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 |
