Term
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Definition
| Feature Advantage Benefit |
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Term
| How do you describe a feature? |
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Definition
| A fact or characteristic of the product or service |
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Term
| How would you define an advantage |
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Definition
| when you tell the customer why the service is good for them |
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Term
| How do you define a benefit? |
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Definition
| Shows how your product or service meets and explicit need expressed by the customer |
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Term
| What is action 1 of the preliminary stage in the sales call |
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Definition
| greeting/high mileage rapport |
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Term
| What would you do in action 2 of the preliminary stage of the call |
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Definition
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Term
| What would you do in action 3 of the pre;liminary portion of the sales call |
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Definition
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Term
| What is action 4 of the preliminary portion of the sales call |
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Definition
1. – Transition to needs
a. Don’t go to your product discussion
b. It is good to ask permission to ask questions
Do you mind if I take notes |
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Term
| What are the two types of objections |
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Definition
| value objections and capability objections |
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Term
| What is a value objection |
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Definition
| when the buyer raises doubts about the value, worth or usefulness of your solution |
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Term
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Definition
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Term
| What would you do if your buyer had value objections? |
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Definition
| Go back to the investigative stage of the call and uncover more issues |
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Term
| What is a capability objection? |
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Definition
| They doubt whether you have the capability to solve the problem |
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Term
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Definition
| they are wrong – and that you can actually solve the problem |
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Term
| What is a capability can't |
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Definition
1. The product actually can’t do that
a. Don’t give up too easy –
If it is important to them – and if they can not do it better than their competition – You can try to change the order of importance – so them emphasize the good parts – and raise the importance |
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Term
| Do people buy features or value |
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Definition
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Term
| Whaty does SPES stand for? |
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Definition
a. S – State your selling point
b. P – Present your sales aid
c. E – Explain the sales Aid
S – Summarize the sales aid |
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