Sales Flashcards — Selling Process
Q: What is a Benefit?
A: An advantage customers receive from using a product.
Q: What is a Close?
A: The point in the selling process at which the customer makes a favorable buying decision.
Q: What is Discovering customer needs?
A: The phase of the selling process in which the salesperson determines what a customer needs/wants through the use of questioning and listening.
Q: What is Establishing relationships?
A: The phase of the selling process that involves making initial contact with customers to create the right selling environment.
Q: What is a Feature?
A: A fact about or characteristic of a product.
Q: What is Follow-up?
A: Determining a customer’s satisfaction with a good or service after a sales presentation, whether or not a sale was made.
Q: What is a Need?
A: Something required or essential that is lacking.
Q: What is an Objection?
A: A point of difference between a customer and a salesperson that may prevent a sale; the customer’s reason for not buying.
Q: What is Preparing to sell?
A: The phase where the salesperson acquires product knowledge, generates and qualifies sales leads, and prepares the sales presentation.
Q: What is Prescribing solutions?
A: The phase where the salesperson recommends specific goods or services that meet the customer’s needs.
Q: What is a Product demonstration?
A: Actions in the sales presentation that show the product’s features and benefits.
Q: What is Reaching closure?
A: The phase where the salesperson addresses customer objections and asks the customer to buy.
Q: What is Reaffirming buyer-seller relationships?
A: Following up the sale to increase the customer’s confidence in their buying decision.
Q: What is Sales lead generation?
A: The act of finding potential customers.
Q: What is Sales lead qualification?
A: Determining if a potential customer has the interest, ability, and authority to buy.
Q: What is a Sales presentation?
A: The procedure where the salesperson shows the benefits of product features; includes sales dialogue and product demonstration.
Q: What is the Selling process?
A: A systematic sequence of selling phases intended to help salespeople make a sale.
Q: What is Suggestion selling?
A: Trying to increase the customer’s purchase by recommending additional items after the original buying decision.
Selling Process — Key Takeaways
Q: Why is the selling process important (profits/skills/confidence/needs)?
A: It increases company profits, gains customer confidence, enhances salespeople’s skills, and fulfills customer needs and wants.
Q: What are the 6 phases of the selling process (in order)?
A: Preparing to sell → Establishing relationships → Discovering customer needs → Prescribing solutions → Reaching closure → Reaffirming buyer-seller relationships.
Phase-by-phase
Q: What happens during Preparing to sell?
A: Acquire product knowledge, identify features/benefits, generate & qualify leads, plan sales presentations.
Q: What happens during Establishing relationships?
A: Put customers at ease, gain confidence, and figure out how to tailor your approach.
Q: What happens during Discovering customer needs?
A: Skillful questioning and careful listening (like a “diagnosis”).
Q: What happens during Prescribing solutions?
A: Deliver a sales presentation (sales talk + product demonstration).
Q: What happens during Reaching closure?
A: Address objections, get the order, and ask for the sale.
Q: What happens during Reaffirming buyer-seller relationships?
A: Follow up on the sale and reassure customers they made the right choice.
Similarities vs. Differences
Q: What are similarities in using the selling process across situations?
A: Establish relationships, discover needs/wants, recommend products, close the sale, reaffirm relationships.
Q: What are differences in using the selling process across situations?
A: The time spent in each phase can vary based on how much prep is needed, the nature of the product, and the nature of the customer.