Sales Management Study Guide Flashcards

Flashcards covering sales lead evaluation, prospecting methods, the approach phase, and questioning techniques including the MADDEN and SPIN frameworks.

Qualify Leads

The process of determining if potential candidates meet specific requirements.

Nurture Leads

The practice of maintaining contact via calls, emails, and social media until a prospect is prepared to buy.

MADDEN Test

An acronym representing Money, Approachable, Desire, Decision Maker, Eligible, and Need used to identify prime qualified candidates.

Referral

A name of a colleague provided by an associate who trusts the salesperson, even if the associate does not buy from them.

Center of Influence

A specific type of referral where a current customer proactively helps a salesperson find new prospects.

Strategic Calling

Commonly known as cold calling; it should be used as a supplement, require preplanning, and maintain enthusiasm.

The 3 C's of Networking

The essential actions of connecting, communicating, and cooperating during personal engagements.

Class A Prospects

A classification for prospects who are ready to hear a sales presentation.

Class B Prospects

A classification for prospects where the salesperson is not entirely certain they need the service or product.

Class C Prospects

A classification for prospects about whom the salesperson has little to no information.

Pre-Approach

The sales phase involving identifying decision-makers, reviewing account history, and setting call objectives.

Gatekeeper

A person who stands in the way of a salesperson reaching the intended decision-maker.

Pitch

A component of the telephone voice that refers to the amount of inflection used.

The Six-Step Telephone Trick

A sequence of contact including: Introduce Yourself, Provide a Tangible Benefit, Personalize the Call, Take Pressure Off, Overcome Resistance, and Request an Appointment.

The Approach

The third step in the Relationship Selling Cycle focused on meeting the prospect and establishing rapport.

Rule of Ten

The guideline stating that a salesperson's first ten words should include a thank you.

Relevant Benefit Approach

An approach style best used when a specific pain point is known, appealing to the prospect's unique buying motive.

Curiosity Approach

An approach style used when the salesperson already knows the prospect's needs and why they agreed to meeting.

Educational Approach

An approach where the salesperson presents new information and acts as an authority on the industry.

Hands-On Approach

An approach best for visual and outgoing prospects that involves them actively with the product.

Need Discovery

The foundation of a sale where the salesperson helps the prospect recognize they have a specific need.

SPIN Selling Technique

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

Situation Questions

Fact-centered questions in the SPIN technique used to uncover current circumstances.

Problem Questions

Discovery-centered questions in the SPIN technique used to identify specific pain points.

Implication Questions

Problem-centered questions in the SPIN technique used to build urgency by showing the magnitude of a problem.

Need-payoff Questions

Solution-centered questions in the SPIN technique that lead the prospect to convince themselves of the solution.

Amplification Questions

Techniques like double-check questions, nonverbal gestures, and silence used to encourage a prospect to expand on their answers.

Double-check Question

A questioning technique where the salesperson rephrases information provided by the prospect and hands it back for confirmation.

Internal Summary Questions

Questions used to assimilate and put information into perspective, such as asking "Am I right about that?"