Term
| what are 6 ways to learn and remember and what % do we retain from each? |
|
Definition
See-87%
Hear-11%
touch-2%
Taste-1%
smell-4%
See and hear -50% |
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Term
| what are the five levels of buyer need and what does each address? |
|
Definition
physological needs
safety needs
belongingness and love needs
esteem needs
cognative needs |
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Term
| what tools can strengthen your presentation? |
|
Definition
visual tools
verbal tools |
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Term
| what are 4 things you do to obtain commitment? |
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Definition
1-ask for an appointment
2-offer to hold a demonstration
3-present a proposal
4-negotiate an agreement |
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|
Term
| what are the five customer relationship stages? |
|
Definition
1-awareness
2-exploration
3-expansion
4-commientment
5-dissolution |
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|
Term
| what are the seven customer relationship levels? |
|
Definition
suspect-someone who could use your product
prospect-appear to be interested
candidate-knows you sell what they are looking for
customer- is paying for what you offer
client-believes you provide value
advocate-recruit clients for you
partner- only buys from you |
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Term
| what are ten assets a customer can provide you? |
|
Definition
1-they like you
2-they know you
3-you have established rapport
4-you have established trust
5-you have a history of delievery and satisfaction
6-they respect you
7-they use your product/service
8-they return your call
9-receptive to your presentation
10-established credit with your company. |
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Term
| 4 ways suppliers help you grow. |
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Definition
1- provide names of past customers
2-provide advertising money
3-host special event
4-reccomend you |
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Term
| 6 actions to establish buyer confedience |
|
Definition
- be on time
- be prepared
- be organized
- be able to answer all questions
- avoid apologizing
- use names of satisfied customers
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|
Term
| what are some visual tools? |
|
Definition
- charts
- models
- samples
- catalouges
- photos
- testimonials
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|
Term
| what are the seven conflit resolution steps? |
|
Definition
- what has happened to lead to loss of trust
- allow your feelings to surface but take responsibilty for your actions
- gain support and gain agreement
- put experiance in larger context
- shift focus from blame to problem solving
- impliment solution
- let go and move on
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|
Term
|
Definition
- complete paperwork
- complete sales report
- confirm customer satisfaction
- reslove problems
- request referrals
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|
Term
|
Definition
| you dont stay in touch with buyers and competitors |
|
|
Term
| business associates that can help you grow |
|
Definition
service providers
other vendors
general business associates
members of service organization
professional organizations
family and friends |
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|
Term
| characterisitcs of a strong presentation |
|
Definition
keeps buyers attention
inproves buyers understanding
creates sense of value |
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|
Term
| when managing time and territory what are 3 goals? |
|
Definition
- performance goals
- activity goals
- conversation goals
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Term
| the successful questioning process helps identify the real needs of the prospect. what is this three step process. |
|
Definition
need
need behind need
need behind that need |
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Term
| when can commitment occur in a sale? |
|
Definition
when-
asking for an appointment
offering to do a demo
peresenting proposal
responding to objections |
|
|
Term
| what are the kinds of closes? |
|
Definition
assumptive close
directive close
summary close
alternative choice close
order blank close |
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|
Term
| why will a supplier help you? |
|
Definition
they know you
they like you
you have established rapport
you have established trust
you represent them well |
|
|
Term
| why a supplier wouldnt help you |
|
Definition
- you are not sucessful at selling their products
- you dont pay them on time
- you do not have a reputation for good service
- you favor another product over theirs when selling
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|
Term
| what are some signals of when a buyer is ready to buy |
|
Definition
- ask questions about avaliability or time
- ask questions about delievery
- ask questions about price
- ask about warranties
- ask about product
- wants to see demo
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|
|
Term
| tools for time management |
|
Definition
- start and control the day
- manage responsiveness
- use down time wiseley
- plan daily activites
- use the computer
- be flexible
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