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Pricing Presentation Mastery

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Questions and Answers

What is the primary focus of the COI slide?

To compare the product or service with competitors

To highlight the benefits of the product or service

To showcase the potential costs and consequences of inaction (correct)

To emphasize the return on investment for the prospect

Why is it important to confirm the prospect's expectations during the sales call?

To emphasize the benefits of the product or service

To push the prospect towards making a quick decision

To avoid discussing the potential consequences of inaction

To align goals and ensure both parties are ready to discuss potential solutions (correct)

What is the purpose of silently reinforcing the COI after presenting the slide?

To avoid discussing the potential consequences of inaction

To give the prospect time to contemplate the potential losses and reinforce the severity of the situation (correct)

To emphasize the benefits of the product or service

To push the prospect towards making a quick decision

Why is it crucial to connect on a personal level with the prospect after presenting the COI slide?

To build trust and reassure them that there is a solution Signup and view all the answers

What is the significance of presenting the most expensive plan first when offering plan options?

Allows the prospect to see the different potential solutions and consider their financial range Signup and view all the answers

True or false: The COI represents the return on investment, while the ROI denotes the cost of inaction.

False Signup and view all the answers

True or false: People are three times more averse to gain than to loss.

False Signup and view all the answers

True or false: The COI slide should showcase qualitative and complex information to emphasize the gravity of the problem.

False Signup and view all the answers

What are the key steps in the framework for effectively presenting the COI to a customer?

The key steps in the framework for effectively presenting the COI to a customer include setting the agenda, confirming expectations, confirming the prospect's current status quo, presenting the COI slide, silently reinforcing the COI, connecting on a personal level, confirming the buying process, presenting plan options, addressing objections, and reinforcing the COI. Signup and view all the answers

Why is it important to differentiate between objections and conditions when addressing the prospect's concerns about pricing?

It is important to differentiate between objections and conditions when addressing the prospect's concerns about pricing because it allows the salesperson to understand the nature of the concern and work towards finding a mutually satisfactory solution. Objections are reasons the prospect may not want to buy, while conditions are terms the prospect may need addressed before making a decision. Signup and view all the answers

How can the COI slide help in illustrating the potential costs and consequences of inaction to prospects?

The COI slide can help in illustrating the potential costs and consequences of inaction to prospects by clearly showcasing the quantitative potential costs and consequences of not taking action, allowing the prospect to understand the gravity of the problem and contemplate the potential losses. Signup and view all the answers

Pricing Presentation Mastery

Choose a study mode

Podcast

Questions and Answers

What is the primary focus of the COI slide?

Why is it important to confirm the prospect's expectations during the sales call?

What is the purpose of silently reinforcing the COI after presenting the slide?

Why is it crucial to connect on a personal level with the prospect after presenting the COI slide?

What is the significance of presenting the most expensive plan first when offering plan options?

True or false: The COI represents the return on investment, while the ROI denotes the cost of inaction.

True or false: People are three times more averse to gain than to loss.

True or false: The COI slide should showcase qualitative and complex information to emphasize the gravity of the problem.

What are the key steps in the framework for effectively presenting the COI to a customer?

Why is it important to differentiate between objections and conditions when addressing the prospect's concerns about pricing?

How can the COI slide help in illustrating the potential costs and consequences of inaction to prospects?

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