WorksheetsCommunicating Value to Customers
Total questions: 17
Worksheet time: 8mins
What does it mean to build rapport?
Telling a customer whatever they want to hear
Establish a relationship with a potential customer built on respect and trust
Asking them to buy your service or product multiple times
Not taking no for an answer
An unexpected sales call is called
A referral
Data mining
A cold call
An objection
To successfully sell your product or service (as a sales person) you have to:
Be insistent
Carefully listen and answer questions thoughtfully
Highlight the features of your solution
How do you get a referral?
Use your network of current contacts
Talk to strangers on the street
Through calling people from a list of potential customers
What does it mean to close the sell?
Ending the conversation
Telling them about your product or service
The end of your Elevator Pitch
Ask for a commitment or the business
A prospect is another name for
A potential customer
An established customer
An objection
A marketing strategy
Document used to detail a complex sale?
Product placement
Order form
Sales Contract
Direct Mail
Reasons potential customer gives for not buying your product/service?
Arguments
Lies
Exceptions
Objections
The sales team members for a company are called
Sales Generators
Sales Force
Sales Accountants
Sales Leaders
Which of following is not part of the prospecting process
Cold calling
Asking for referrals
Data mining
Delivering the product
Another term for cold calling is
Bothering people
Canvasssing
Data Mining
Referrals
The following are characteristics of successful salespeople
Positive Attitude
Persistence
Talk More than Listen
Hard Worker
What does building rapport mean?
Creating a fort
Getting to know someone new through human connection
Building company intelligence
Developing a list of referrals
Document used to detail a complex sale?
Product placement
Order form
Sales Contract
Direct Mail
The purpose and goal of selling is to help customers make ________ buying decisions.
unhappy
satisfying
big
Build relationship
Gather information
Apply judgement
Evaluate
What step is missing?
Search information
Relaxing the customer
Present Value
Understanding what they want
In the selling process the possibility of a future customer is known as _____
Accountant
Lead
Revenue
Approach
