Selling Exam

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14 Terms

1
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7 steps in the selling process

  1. Prospecting

  2. Pre approach

  3. Approach

  4. Presentation

  5. Overcoming objections

  6. Closing the sale

  7. Follow up!

2
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What is the average amount of no’s before a yes?

5 times

3
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How many times cheaper is retaining customers?

5 times cheaper

4
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How many seconds do you get for a first impression?

7 seconds

5
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What is BANT?

Budget, Authority, Need and Timeline

6
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What is SMART objective?

Specific, measurable, acheviable, relavent, timely

7
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what is FAB?

features, advantages, benefits

8
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what is SPIN?

Situation, problem, implication, need pay-off 

9
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what is LAARC?

Listen, acknowledge, assess, respond, and confirm 

10
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what is KPI?

Key performance indicator

11
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what is CARE?

Comprehend, acknowledge, reassure, and engage

12
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How many times do prospects say no before saying yes?

5 times

13
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What are the 6 strategies for objections?

  1. View as a question

  2. Respond with a question

  3. Restate to confirm

  4. Pause 3 seconds

  5. Use testimonials

  6. Never argue

14
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What are the 4 P’s of marketing?

Product, place, promotion and price