Sales Techniques and Strategies

Flashcards covering key vocabulary and concepts related to sales techniques and presentations.

Decision Maker

An individual who assumes they know what customers want based on their own preferences.

Adaptive Selling

Altering sales presentation techniques based on the nature of the sales situation.

Standard Memorization Presentation

A sales presentation delivered word for word; ensures complete, accurate information but lacks customization.

Outlined Presentation

A prearranged sales presentation that includes standard introduction, answers to objections, and a method for getting the customer to order.

Customized Presentation

A presentation tailored based on a detailed analysis of the customer’s needs, allowing for flexibility and empathy.

Social Style Matrix

A framework used to help salespeople adapt their communication styles based on behavioral patterns.

Assertiveness

The degree to which individuals express opinions and attempt to influence others.

Responsiveness

How emotionally expressive individuals are in social situations.

Drivers

Sales personalities characterized by high assertiveness and low responsiveness; efficient and fact-based decision makers.

Expressiveness

Sales personalities that are high in both assertiveness and responsiveness; warm and quick to act.

Amables

Low assertive and high responsive sales personalities; they prioritize relationships and consensus.

Analyticals

Low assertive and low responsive sales personalities; prefer facts and make decisions slowly.

SPIN Technique

A method for discovering customer needs through Situation, Problem, Implication, and Need-Payoff questions.

Implied Needs

Statements from customers expressing problems or dissatisfaction.

Explicit Needs

Specific wants or desires expressed by customers regarding solutions.

Customer Value Proposition

The way a product meets the prospect's needs, identifying its differentiation from competitors.

Value Analysis

Quantifying the benefits of a solution compared to its costs to communicate value.

Objection Handling

Skills and methods used to address and alleviate buyer concerns during the sales process.

LAARC Method

A method for responding to objections through Listening, Acknowledging, Assessing, Responding, and Confirming.

Direct Denial

A strong statement to correct a blatant error made by the prospect.

Indirect Denial

Softening the response to an objection while acknowledging the customer's concerns.

Price Objection

Buyer concerns regarding the cost of a product or service that must be effectively addressed.