Intro to Sales Final .docx - Santiago Zuniga Intro to Sales...

Santiago Zuniga
Intro to Sales Final
Question #1 , short essay (4 points) – What are the six steps of the sales process? Why is it
important to follow the six steps? Describe each step in detail. Which do you believe is the most
important step, and why?
The 6 steps of the sales process include: 1) Introduction/Build Rapport, 2) Set Agenda, 3) Ask
Open Ended Questions, 4) Product Knowledge, 5) Handle Objections/Create Urgency, and 6) Ask
for Sale/Ask for Referral. The sales process is important to follow because it helps cultivate new
and existing clients into trusting your brand. If you perform each step correctly, the last step
(getting referrals) leads you back to the first (introduction/building rapport). In Step 1, building
rapport means gaining a person’s trust by showing concern for their needs, communicating well,
and creating common interests. In Step 2, you want to gauge the potential clients’ interests, and
to gain interest, we want to get the prospect talking by using the 80/20 rule (client talks 80% of
the time, the rep speaks for 20%). In Step 3, you shouldn’t be presenting your products and
services as much as you should be asking questions to shape the presentation. Ideally, you’ll
want to learn what they stand to gain with your products and what they stand to lose if they do
nothing. In Step 4, Product knowledge is when sales reps have a complete understanding of the
product they’re selling. Sales reps should understand a product's features and benefits from the
customer’s point of view, so they can have more engaging conversations that lead to a sale. In
Step 5, Handling Objections is when a prospect raises in reference to a barrier obstructing their
ability to buy from you. Instead of convincing your customer that they’re wrong, it’s better to
find another way to change their concerns into positivity and reassure them. In Step 6 of the
sales process, the sales rep asks for the sale to leverage the influence they’ve built to drive the
customer to a decision. Failing to ask for the sale/ask for referral can lead to the sales process
falling to chance instead of closing the deal. The most important step of the 6-step sales
process, in my opinion, is Asking Open Ended Questions because this step allows reps to get
inside the head of their prospects and build a rapport with them, while uncovering their pain
points, establishing their needs, and clearly articulating the value of an offering.
Question #2 , short essay (4 points) – Explain the difference between the following categories of
tickets a team/organization can sell; Full Season, Mini Plan, Groups, Individuals. Why is each
category of ticket important to a team/organization?

for the Court of Dreams program that allow local teams play on the court during halftime or