(L) Ask for a legitimate choice / alternative choice A selling technique in which the
salesperson asks the prospect to select from two or more choices during a sales presentation.
The theory behind this technique suggests buyers do not like to be told wha
What is self-leadership?
5 sequential stages of self-leadership
What an effective goal is
Different types of goals: Personal, Territory, Account, and Sales Call
What is territory analysis?
What is account classification? Know the 2 types
How do you Assess Customer Satisfaction?
Simply ask the customer for satisfaction feedback.
Develop a plan for seeking customer satisfaction feedback.
1. The 4 Sequential Components of Effective Follow-Up: ICKR - Interact, Connect, Know,
How to Respond to Price Objections The salesperson must address the price objection by
citing how the benefits (value) outweigh the cost.
The products value must be established first in order to do this. Price objections
may be used to cover the real reas
Relate The salesperson applies relevant understanding and insight to create value-added
interactions and generate relationships between the salesperson and buyer.
1. What does CRM stand for?
Customer Relationship - Management
2. What is CRM?
Internal and External Partnerships
Marketing Partnerships This collaborative partnership allows bringing innovative
product offerings to the marketplace that are designed around the inputs from their
Design and Manufacturing Partnerships When
Behaviorally Anchored Rating Scale (BARS) A performance evaluation method with the
ability to link salesperson behaviors with specific outcomes and allow managers to indicate the
level of behavior a specific salesperson has achieved.
The evaluation method
Open-Ended Questions These are also a good way to test a prospects readiness to buy. The
answer to these questions should be considered Red Lights.
Red Lights: (Objections that a salesperson must work on to overcome)
Red Light Statements Are commitment ca
Definition of Sales Management
4 major stages of sales management activities
Be familiar with sales management positions (example: field sales manager)
Independent representatives / manufacturer representatives vs. team selling vs. selli
Todays Objections - Are now viewed as opportunities to sell, and as a normal part of
the sales process. Salespeople should be grateful for objections and always treat them as
questions. The buyer is just asking for more information. It is the salespersons