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32 Cards in this Set
- Front
- Back
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Advantages
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Reasons why a feature would be important to someone.
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Balanced Presentation
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Occurs when the salesperson shows all sides of the situation.
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Benefit
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How a particular feature will help a particular buyer.
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Benefit Opening
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Approach in which the salesperson focuses on the prospect's needs by stating a benefit of the product or service.
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Closed Questions
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Questions that can be answered with a word or short phrase.
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Compliment Opening
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Approach in which the salesperson begins the sales call by complimenting the buyer in some fashion.
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Credibility
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The characteristics of being percieved by the buyer as believable and reliable.
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Credibility Statement
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A description of the seller and his or her company, offered to buyers to show that the seller can meet their needs.
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Customer Benefit Proposition
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Statement showing how a product addresses the buyer's specific needs.
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FAB
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When salespeople describe the features, advantages, and benefits of their product or service.
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Feature
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1)Quality of the rpoduct or service
2)Putting a product on sale with a special display and featuring the poduct in advertising. |
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Feature Dumping
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Talking about lots of features of little interest to the customer and wasting the buyer's time.
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FEBA
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A method of describing a product or service where salespeople mention the feature, and provide evidence that the feature actually does exist.
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Halo Effect
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How one does in one thign changes a person's perceptions about other things one does.
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Implication Questions
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Questions thhat logically follow one or more problem questions.
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Impression Management
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Activities in which salespeople engage to affect and manage the buyer's impression of them.
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Introduction Opening
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Approach method in which salespeople simply state their names and the names of their companies.
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Major Sale
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Sale that involves a long selling cycle, large customer commitment, and ongoing relationship, and large risks for the buyer if a bad decision is made.
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Need Payoff Questions
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Questions that ask about the usefulness of solving a problem.
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Office Scanning
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Activity in which the salesperson looks around the prospect's environment for relevant topics to talk about.
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Open Questions
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Questions for which there are no simple yes-no answers.
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Opening
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A method designed to get the prospect's attention and interest quickly and make a smooth transition into the next part of the presentation.
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Problem Questions
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Questions about specific difficulties, problems, or dissatisfactions the prospect has.
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Product Opening
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Approach in which the salesperson actually demonstrates the rpoduct features and benefits as soon as he or she walks up to the prospect.
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Question Opening
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Beginning the conversation with a question or stating an interesting fact in the form of a question.
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Rapport
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Close, harmonious relationship founded on mutual trust.
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Referral Opening
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Approach in which the name of a satisfied customer or friend of the prospect is used at the beginning of a sales call.
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Selective Perception
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The act of hearing what we want to hear, not necessarily what the other person is saying.
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Situation Questions
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General data-gathering questions about background and current facts that are very broad in nature.
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Small Talk
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Talk about current news , hobbies, and the like that usually breaks the ice for the actual presentation.
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SPIN
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Logical sequence of questions in which a prospect's needs are identified.
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Trial Close
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Questions the salesperson asks to take the pulse of the situation throughout a presentation.
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