Term
| What are the four objectives of an effective approach? |
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Definition
1.To make a favorable or positive impression in the prospect
2.To gain the prospects undivided attention
3.To develop a positive interest in your position
4.To lead smoothly into the need discovery phase of the interview |
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Term
| What are components of nonverbal language? |
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Definition
1.Projecting an image
2.The handshake
3.Small talk or get down to business
4.Use of the prospect’s name |
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Term
| Name (and know) the nine types of approaches discussed in this chapter. |
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Definition
1.Self-introduction
2.Consumer-benefit
3.Curiosity approach
4.Question approach
5.Qualifying question approach
6.Compliment approach
7.Referral approach
8.Educational approach
9.Product approach |
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Term
| What is the self-introduction approach? |
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Definition
| This is the most common but weakest approach strategy. Greet the prospect, state your name, give them a business card and handshake. To increase effectiveness of this approach, follow it up with another approach. |
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Term
| What is the consumer-benefit approach? |
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Definition
| This method gives the prospect a reason to listen then give them a risk for failing to listen. The benefit should be unique and tailored to the prospect’s buying motive. This approach sparks questions that lead directly into the presentation. |
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Term
| What is the curiosity approach? |
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Definition
| This method works best when you know something about the prospect. This can be an effective opener. Analytics and drivers do not respond well to this method- especially if it sounds gimmicky. |
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Term
| What is the question approach? |
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Definition
| This method establishes a 2-way connection and allows you to investigate the prospect’s needs so you can tailor your benefits to their expressed needs. This approach suggests your interests in your client’s problems and draws attention to the need to identify the problem. Leading questions are used. |
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Term
| What is the qualifying question approach? |
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Definition
| This method is a variation of the question approach that seeks commitment from the prospect. It asks the prospect to consider buying the product, you can then determine if the prospect is hot, warm or cold toward your product. This is a bold approach. |
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Term
| What is the compliment approach? |
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Definition
| This method can be dangerous, but when used effectively it can be highly effective. Offer compliments warmly, sincerely and genuinely with purpose to express interest in your customer. Sources of the compliment may vary. |
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Term
| What is the referral approach? |
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Definition
| This method helps establish leverage by borrowing the influence of someone the prospect trusts and respects. This approach enhances your credibility and increases the likelihood of the customers giving you attention. |
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Term
| What is the educational approach? |
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Definition
| This approach reflects the trend towards relationship selling. The salesperson becomes an authority figure of the product, industry and market by thorough research. This is less of a sales pitch and more of a lesson and is especially effective in a virtual-type meeting and where it’s hard to develop credibility. |
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Term
| What is the product approach? |
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Definition
| This approach involves the product or some physical representation of the product to produce a positive reaction. Emphasis of this method should be on the uniqueness of the product and make sure there is enough time for the prospect to play with it and sample it if applicable. |
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Term
| What are the guidelines for a good first impression? |
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Definition
Visual Factors
Organizational and professional habits
Building Rapport
Physical Actions
Attitude |
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Term
| What are the guidelines for an effective handshake? |
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Definition
•You must maintain eye contact for the duration of the handshake
•Wait for the prospect to initiate the handshake to avoid offending people who “don’t like to be touched”
•Bring a handkerchief with power on it and pat your hands with it to reduce moistness
•Apply firm, consistent pressure
•Both of your hands should meet in the middle between your 2 bodies. |
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Term
| What are the guidelines for an effective handshake? |
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Definition
•You must maintain eye contact for the duration of the handshake
•Wait for the prospect to initiate the handshake to avoid offending people who “don’t like to be touched”
•Bring a handkerchief with power on it and pat your hands with it to reduce moistness
•Apply firm, consistent pressure
•Both of your hands should meet in the middle between your 2 bodies. |
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Term
| What factors determine a salesperson’s ability to formulate the right questions? |
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Definition
1)whether or not they have considered the situation, problem, implication and need pay-off
2)utilizing the SPIN Technique. |
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Term
What kinds of questions allow the salesperson to discover the prospect’s behavioral style?
How does this help the salesperson? |
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Definition
| A salesperson should ask questions to establish early points of agreement and modify the questions to meet their behavioral style based on the prospect’s receptiveness. This helps the salesperson more effectively communicate with the prospect in a way that the prospect prefers. |
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Term
| What tactic is used as a transition from the approach into needs discovery? |
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Definition
| Asking the prospect questions to discover their own need for a product |
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Term
Who should control the needs assessment phase of the appointment?
How do you maintain control? |
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Definition
| The salesperson should control the direction of the interview and maintain control by asking questions that lead the customer to discover their needs. |
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Term
| What is the purpose of open ended questions? |
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Definition
| is to get the prospect to talk openly about a topic and discuss their preferences, expectations and judgments. |
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Term
| How can you improve your listening? |
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Definition
Avoid pre-judgment
Be patient
Take notes
Reinforce and concerns
Capitalize on speed of thoughts |
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