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72 Cards in this Set

  • Front
  • Back
what are the steps of the selling process
- prospecting
- preappraoch
- approach
- presentation
- determine and meet objections
- close
- follow up
- trial close
where can a trial close be interjected
it can be injected anywhere during the demo if you feel the prospect is wanting to buy
name of an individual or organization that may be a prospect
anyone who has the potential to buy the product
people who are opposite of prospects
what are the five characteristics of a qualified prospect
- does NEED exist
- do they have ABILITY to buy
- do they have AUTHORITY to buy
- are they SLIGIBLE to buy
what are the two types of need
primary and secondary
what is an example of primary need
i need a car
what is an example of a secondary need
i need this brand of car
What makes a prospect better
the more requirements they meet
what are the methods of prospecting
cold canvas and cool canvas
what is cold canvas
it is when you put no critera in the sale ( does not exist)
what is a cool canvas
you put minimal critera on looking for prospects. prospects are a broad category
what is a outline presentaTION
it is when you put the presentation together and only have key points
what are the advantages of the an outline presentation
much more flexible, easier to keep on track, much easier to get parciptation
what are the disadvantages of a outline
only as good as you make it, not as expressive as you need to be
what are the rules in an outline demo
don't over visualize, make sure visuals are clear and understandable, avoid headlining
rules when giving a group presentation
- always give proper introduction
- always establish credibilty
- cater to groups behavior style
- don't get on one on one discussions
- never discuss price until end of the demo ( as a general rule) and never discuss individual prices
what is a barrier
any person that may prevent you and your intended meeting with your prospect
what are several ways to get past barriers
depend on companies name
command prescence
slight disclosure or the mini demo
what are the elements of a good approach
-have a psoitive mental attitude
-be properly dressed
-refrain from eating and drinking or smoking
-alwyas intiate a proper introduction
-always get buyers attention immediatly
-never ask permission to give sale demo
-always let prospect know their time is valuable
how do you intiate a proper introduction
- mention customers name first
- always offer handshake
- tell them who you are
- give business card
what are the four types of openings
standard, complmentery, the referral approach, and the premium approach
what is the standard opening / approach
it is the basic opening, you just tell them who you are
what is the complimentary opening / approach
you open using compliments
what is the referral approach
it is when somebody sends you to see them
what is the premium approach
when you give them a gift like a mug or calender
what is the product approach
it is when you bring the product with you
what is the showmanship approach
opening with a joke or with something unique i.e . magic tricks
what si the benefit approach
open with a benefit like did you you know you could increase sales with our product
question approach
it is an approach that is great for one on one not group but ask what theya re looking for in the product. you let the customer dictate the demo. yet if the customer answers not sure or some road you can't go down
what are other names for the question approach
opinion and probe
what is the shock approach
open by putting the customer on the spot
what is a presentation
it is the visual and oral representation of the features your product
what is a feature
a charactersitc of your product
what is a benefit
what the feature can do for you
what are the rules of a good presentation
1. always make sure benfit is specific as possible
2. don't present a benefit that you can't prove
3. create your business proposition - here is what i am going to give you for what you give me
how can you build proof
testimonials, referrals and case history, and research findings
what are testimonials
what others ahve to say about your product
what is a key man
it is someone who gives a testimonial and is well known
what is a common man
it is someon not weel knonw but realted to the market
what two types of research findings are there
independetn and company supplied
what are the 12 basic principles of presenting a demo
1. learn to dramatize
2. visualize
3. make sure your visual looks its best
4. use correct terminology and pronuciations
5. avoid infor or technical overload
6. speak clearly and at a resonable rate
7. utilizr effective eye contact and hand movement
8. attempt to control presentation setting
9. always maintain composure and control
10. always respect your compeititon for being a player but not the best solution to the problem
11. use approach - put in terms of the customer and encourage participation if possible
12. practice
what are the six rules to selling to a group
see if there common traits to the group
- use visuals
- limit questions to a specific time
- don't attempt one on one closings or negotiation
- always mantain control
- know what you are talking about
why should you welcom questions and objections
it lets you know where they are coming from
what is an objection
a sincere resistance to some aspect og the sales demo and a no answer to one of the 5 buying decicions
what are the five buying decisions
need, product, source, price, time
what is an excuse
an insincere resistance to some aspect of the sales demo
how do you know if it is a excuse or objection
use a parrall track question or the direct or why question
what is an example of the parrall track question
is their any other reason ...
what are ways to handle objections
agree and counter, direct denial , compesating method , interrogation, admit ignorance

( there is no best way )
what is the agree and counter
like if a myth about your product or problem with your product is no longer there. you agree and counter it
what is direct denial
tell them that is not the case. be careful you could be calling them a liar
what is the compensating method
ie. i understand 50,000 is alot of money but let me show you what you get for them what they get for their investment
interrogation method
when you ask why
admit ingnorance
going to try to let the group or person know the question is not relevant -- tell them you don't know but will let them know when you find out
what are the rules on handling an excuse
1. attempt to determine if the objection is valid ( an excuse is not valid and can be found out by using probe)
2. fit your answer to your customer's situation
3. tend to capitalize on a successful objection handling
4. always maintain control
when does a closing occur
when you get a yes to all 5 buying decisons
why are closing hard
poor demos, do a por job creating need for product, inaapropate timing
when do you close
you start closing immediatly, or look fro cues that customer is moving to closure ( he or she is thinking purchase )
what are types of closing cues
physical and spoken
what is a physical cue
somthing a customer has done to let you know to close ( leave walk out, look at watch, yawn)
what is a spoken one
customer asks about delievery, installation
what are the types of closings
the professional close, the assumption close, closing on a choice, sro close, premium close, emotional close,
what is the professional or direct appeal
you ask the person if they are ready to buy at this paticualr time
what assumption close
you never really ask for the order you just assume it and jump a step beyond
what is closing on a choice
ask which one they want ie. would you like the blue or silver car
what is the sro close
standing room only - i let you know the decison you make today is limited. you nudge them to do it today ie. you do not buy today i must tell you the price is going to increase 6%
premium close
gives you another benfit if they decide to buy today
emotional close
use the emotional judgment to close ie; would you really want me to leave this office knowing full well you could be throwing away an oppurtunity
rules for close
1. always get your order in writing
2. be sure to discuss your past sale
3. make a quick departure
4. act natural
closing to group
- introduction - got in questions
-reverse introduction - ladies and gentlemen if there are no additonal questions
- summation close - give a mini demo at the end