Pro Selling

What is consultative selling?

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

What is prospecting?

The process of finding potential customers.

What is a lead?

A potential customer.

What is rapport?

A trusting and positive connection with a customer.

What is a needs assessment?

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

What is objection handling?

Responding to customer concerns or resistance.

What is closing?

Asking the customer for commitment or the sale.

What is follow-up in selling?

Contacting the customer after the sale to maintain the relationship.

What is relationship selling?

A sales strategy focused on long-term customer relationships.

What is transactional selling?

A sales strategy focused on quick one-time sales.

What is a buying signal?

A clue that the customer may be ready to buy.

What is active listening?

Fully concentrating and responding thoughtfully to the customer.

Why is trust important in selling?

Trust increases credibility and long-term customer loyalty.

What is customer value?

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

What is a feature?

A characteristic of a product or service.

What is a benefit?

How a product or service helps solve a customer problem.

What is SPIN selling?

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

What is a cold call?

Contacting a potential customer without prior interaction.

What is a referral?

A recommendation from an existing customer or contact.

What is ethical selling?

Selling honestly and in the customer’s best interest.

What is a sales presentation?

Explaining how a product or service solves customer needs.

What is a target market?

A specific group of customers a company wants to reach.

What is customer retention?

Keeping customers over time.

What is upselling?

Encouraging a customer to purchase a higher-value option.

What is cross-selling?

Suggesting related or complementary products.

What is CRM?

Customer Relationship Management software used to track customer interactions.

What is empathy in selling?

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

What is nonverbal communication?

Communication through body language, tone, and facial expressions.

What is negotiation?

A discussion aimed at reaching an agreement.

What is product knowledge?

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