Selling Techniques - Day 3

A sales approach that involves collaboration between agents and their customers.

• Transactional

• Collaborative

• Challenger

• Sandler

How many steps does Collaborative Selling include?

• 3

• 4

• 5

• 6

Present 2 or 3 benefits of using the Collaborative Selling.

What basic steps do you have to follow with Collaborative Selling Technique?

• Teach-Tailor-Control

• Contact-Explore-Collaborate

• Explore-Collaborate-Confirm

• Contact-Explore-Collaborate-Confirm-Assure

What is the goal of Transactional Selling Technique?

• Understand your customer expectations.

• Identify and provide solutions to a customer’s needs.

• Demonstrate the advantages of our product versus others and create a want in the customer's mind.

• Make the greatest number of sales possible.

Why is it important to establish the connection with a prospect?

Using the Transactional Selling Technique agents are focused on:

• the price

• the product

• the product's value

• the price and product

Transactional Selling Technique :

• emphasizes competitive pricing, social proof and purchase urgency.

• prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs

• creates customer loyalty

• shifts the conversation from price to value and challenges the client's thinking.

Which of the Sales Techniques have a short sales-cycle?

• Collaborative

• Transactional

• Consultative

• Spin

Why do agents have to present the offer without talking too much about its features and benefits in Transactional Selling?