Power Sales University Flashcards

Questions and Answers

What is meant by Absolute Certainty?

It refers to the certainty one person has over another during communication. (correct)

It indicates that certainty has no influence over communication.

It means that all communication is verbal.

It signifies that communication is always successful.

93% of what I communicate is __________.

non-verbal

What percentage of communication is based on body language?

55%

What must you believe in to effectively sell your product?

your product or service Signup and view all the answers

According to Belief #2, how is your product perceived?

underpriced Signup and view all the answers

What does Belief #3 state about selling?

If you do not sell them, you have cheated them. Signup and view all the answers

What is the implication of Belief #4?

Customers do not buy, they are sold. Signup and view all the answers

What initial phrase can help customers relax?

"I realize salespeople are often trying to sell us things that we don't need, can't afford or don't want..." Signup and view all the answers

What question should you ask in the approach to initiate conversation?

"What are you looking for today?" Signup and view all the answers

How should you respond when a customer says, 'You're just trying to sell me!'?

"Of course I am. And that's a good thing, not a bad thing..." Signup and view all the answers

What question can you ask to create a dialogue with your customer?

"How come I'm the 5th, and how come you have not gone with any of the other companies?" Signup and view all the answers

What should you say if a customer states that they aren't buying anything today?

"No problem." Signup and view all the answers

What should you say when asked, 'How much is this going to cost?'

"Do you mind if I come back to that in a moment?" Signup and view all the answers

Study Notes

Communication Techniques

Absolute Certainty: The individual with greater certainty in communication can influence the other, provided both are in rapport.
Non-Verbal Communication: 93% of communication is non-verbal; includes body language (55%), vocal elements (38%), and only 7% from spoken words.

Beliefs in Selling

Belief #1: Confidence in one's product or service is critical; personal ownership of it boosts credibility.
Belief #2: Perception that the product is underpriced leads to a stronger sales position.
Belief #3: The belief that failing to sell a product cheats the customer out of its benefits.
Belief #4: Customers do not simply buy; they must be sold on the idea of the product.

Customer Interaction Strategies

Introduction Technique: Use empathetic language to relax customers by addressing common concerns about sales tactics and ensuring value.
Approach Technique: Engage customers with open-ended questions to guide the conversation toward a sale.

Handling Objections

Addressing Doubts: Acknowledge that selling is part of the process; assure honesty and integrity to build trust.
Dialogue Creation: Ask strategic questions to understand customer hesitations and adjust your approach accordingly.

Managing Expectations

Overt Statements: Acknowledge when a customer states they aren’t buying today; use this as an opportunity to pivot to engaging questions.
Cost Inquiries: Politely defer discussions about pricing to keep the conversation moving forward.

Customer Relationship Building

Building Trust: Demonstrating genuine interest in the customer’s needs fosters a stronger relationship.
Closing the Sale: Utilize insights from customer feedback to shape offers that are appealing and beneficial.

Description

Explore key concepts from Power Sales University with these flashcards. This quiz covers essential communication strategies, including the impact of certainty and non-verbal cues in influencing others. Enhance your sales skills by mastering these critical definitions and terms.