Podcast
Questions and Answers
What is the first step after identifying competitive advantages and a unique selling proposition?
What is the first step after identifying competitive advantages and a unique selling proposition?
- Contact a real prospect (correct)
- Analyze the product and market
- Aim and fire
- Load the gun
Why is the first contact with a prospect considered crucial in the sales process?
Why is the first contact with a prospect considered crucial in the sales process?
- To schedule a follow-up meeting
- To close the sale immediately
- To establish credibility (correct)
- To introduce the product/service
What is the importance of planning every word of your approach or introduction in advance?
What is the importance of planning every word of your approach or introduction in advance?
- To break prospect's preoccupation (correct)
- To provide product demonstration
- To negotiate the deal
- To build social proof
What common mistake do some salespeople make when contacting prospects?
What common mistake do some salespeople make when contacting prospects?
Why is it important to ask for 'about two minutes of your time' during the initial approach to a prospect?
Why is it important to ask for 'about two minutes of your time' during the initial approach to a prospect?
What should be the focus of a salesperson's opening words when contacting a prospect?
What should be the focus of a salesperson's opening words when contacting a prospect?
What is the impact of 'social proof' in building credibility and arousing desire?
What is the impact of 'social proof' in building credibility and arousing desire?
In the context of sales, how does the author suggest handling resistance from prospects?
In the context of sales, how does the author suggest handling resistance from prospects?
Why does mentioning that other people in the prospect's industry are now best customers help in sales?
Why does mentioning that other people in the prospect's industry are now best customers help in sales?
What is the significance of recommending a product to friends, as highlighted in the text?
What is the significance of recommending a product to friends, as highlighted in the text?
How does customizing your response to include the prospect's occupation enhance professionalism in sales?
How does customizing your response to include the prospect's occupation enhance professionalism in sales?
Why does hearing about someone similar who has purchased a product spark interest, as mentioned in the text?
Why does hearing about someone similar who has purchased a product spark interest, as mentioned in the text?
What is the primary focus when approaching a potential customer according to the text?
What is the primary focus when approaching a potential customer according to the text?
Why is it important to find the right person within an organization when making a sales pitch?
Why is it important to find the right person within an organization when making a sales pitch?
What is crucial in assuring a prospective customer during the initial contact?
What is crucial in assuring a prospective customer during the initial contact?
In what way can being overly pushy or taking up too much of a prospect's time affect the sales process?
In what way can being overly pushy or taking up too much of a prospect's time affect the sales process?
How should a salesperson respond if a prospect wants assurance of no obligation after meeting?
How should a salesperson respond if a prospect wants assurance of no obligation after meeting?
What should be the basis of a sales presentation according to the text?
What should be the basis of a sales presentation according to the text?
