5-Step Success Formula in Sales

Arrange the Sales Cycle sequence accordingly.

• Prospecting, Securing Appointments, Needs Analysis & Solutions, Comforting Prospects and Closing, Review & Upselling.

• Prospecting, Needs Analysis & Solutions, Securing Appointments, Comforting Prospects and Closing, Review & Upselling.

• Securing Appointments, Prospecting, Needs Analysis & Solutions, Comforting Prospects and Closing, Review & Upselling.

• Prospecting, Securing Appointments, Comforting Prospects and Closing, Needs Analysis & Solutions, Review & Upselling.

The main objective of prospecting is to get more ________. (many possible answers)

The C.A.N. approach is used to qualify prospects. It stands for:

• Care, Authority, Needs

• Care, Attitude, Needs

• Capital, Authority, Needs

• Chance, Attitude, Needs

Why do we need to provide TWO OPTIONS when setting an appointment? (you may choose MORE than one answer)

• To force prospect to agree.

• To make prospect feel comfortable when seeing us.

• To minimise pressure on prospect to agree.

• Two make prospect feel that he/she has the upper hand.

"Mr. Prospect, so you were saying that when you retire later, you intend to return to your hometown and build a small house there right?"

This is an example of:

• Active Listening Skill

• Close-Ended Question

• Open-Ended Question

• Passive Listening Skill

It is important to highlight our USP because it helps to sell our ___________. (many possible answers)

"Ms. Prospect, I will be asking some important personal questions and I need your kind help to answer them accurately. I need the information so that I can prepare the most suitable/accurate plan for you."

This is an example of:

• Building Rapport

• The Bridge Strategy

• Assumptive Closing

• Qualifying Prospect

CONCERN questions are meant to:

• To find out about prospect’s challenges, difficulties and dissatisfaction.

• To make prospect understand the possible effect & implications.

• To find out facts & figures.

• To suggest possible choices of solutions that are available.

This is an example of:

• Pairing

• Matching

• Reflecting

• Mirroring

Step 2 in Comforting Prospect (Asking Question) is meant to verify if there is any other reason that is holding back the prospect from deciding.

• YES

• NO