Pro Selling

Consultative Selling

A sales approach focused on solving customer problems and building relationships.

Prospecting

The process of finding potential customers.

Lead

A potential customer.

Rapport

A trusting and positive connection with a customer.

Needs Assessment

Identifying the customer’s problems, goals, and needs.

Objection Handling

Responding to customer concerns or resistance.

Closing

Asking the customer for commitment or the sale.

Follow-up in Selling

Contacting the customer after the sale to maintain the relationship.

Relationship Selling

A sales strategy focused on long-term customer relationships.

Transactional Selling

A sales strategy focused on quick one-time sales.

Buying Signal

A clue that the customer may be ready to buy.

Active Listening

Fully concentrating and responding thoughtfully to the customer.

Trust in Selling

Trust increases credibility and long-term customer loyalty.

Customer Value

The benefits a customer believes they receive from a product or service.

Feature

A characteristic of a product or service.

Benefit

How a product or service helps solve a customer problem.

SPIN Selling

A questioning framework using Situation, Problem, Implication, and Need-payoff questions.

Cold Call

Contacting a potential customer without prior interaction.

Referral

A recommendation from an existing customer or contact.

Ethical Selling

Selling honestly and in the customer’s best interest.

Sales Presentation

Explaining how a product or service solves customer needs.

Target Market

A specific group of customers a company wants to reach.

Customer Retention

Keeping customers over time.

Upselling

Encouraging a customer to purchase a higher-value option.

Cross-selling

Suggesting related or complementary products.

CRM

Customer Relationship Management software used to track customer interactions.

Empathy in Selling

Understanding and relating to the customer’s feelings and perspective.

Nonverbal Communication

Communication through body language, tone, and facial expressions.

Negotiation

A discussion aimed at reaching an agreement.

Product Knowledge

Understanding the details, features, and benefits of a product or service.