Podcast
Questions and Answers
What is a key characteristic that distinguishes top salespeople from average ones?
What is a key characteristic that distinguishes top salespeople from average ones?
Which attitude is essential for salespeople to handle rejections effectively?
Which attitude is essential for salespeople to handle rejections effectively?
What common sales mistake involves failing to prioritize relationships with existing clients?
What common sales mistake involves failing to prioritize relationships with existing clients?
What is the psychological characteristic that significantly contributes to sales success?
What is the psychological characteristic that significantly contributes to sales success?
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Which of the following attitudes is NOT typically associated with successful salespeople?
Which of the following attitudes is NOT typically associated with successful salespeople?
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What is a primary reason why people decide to make a purchase?
What is a primary reason why people decide to make a purchase?
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What method involves repeating the customer's message to aid memory and understanding?
What method involves repeating the customer's message to aid memory and understanding?
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Which type of closing technique assumes that the customer is ready to purchase?
Which type of closing technique assumes that the customer is ready to purchase?
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What should a salesperson focus on during their presentation?
What should a salesperson focus on during their presentation?
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Which skill is essential for a successful salesperson to effectively address customer inquiries?
Which skill is essential for a successful salesperson to effectively address customer inquiries?
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What does the 'shut up' principle refer to in sales closing techniques?
What does the 'shut up' principle refer to in sales closing techniques?
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Why is domain knowledge crucial for a salesperson?
Why is domain knowledge crucial for a salesperson?
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What is a minor point close technique primarily focused on?
What is a minor point close technique primarily focused on?
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Study Notes
Why people buy
- People buy to solve a problem, create a result, or make themselves feel happy.
Listening tips
- Paraphrase to confirm understanding.
- Repeat the message to help you remember.
- Probe for missing information.
- Clarify any points that you do not understand.
- Remember (or write down) important points of the message.
Closing the sale
- Direct question close: Ask the customer a closed question to establish a commitment to purchase.
- Assumptive close: Assume the customer will buy.
- Minor point close: Gain confirmation by asking about a minor point.
- The ‘shut up’ principle: Stop talking and let the customer think.
What is selling?
- Selling involves person-to-person communication with a prospect.
- It is a process of developing relationships; discovering needs; matching products and services with those needs; and communicating benefits through informing, reminding, or persuading.
Before you do anything else
- Sell yourself/ your brand.
- Know your product.
- Know the value equation.
- Know your competition.
- Know why your customer should buy from you instead of your competition.
The body of the presentation
- Use all senses possible.
- Be aware of clues - body language, questions, etc.
- Sell benefits not features.
- Make it logical and end by filling the need.
A successful sales person needs
- Domain knowledge.
- Proficiency in skills.
- The right attitude.
Domain knowledge needed by the sales person
- Knowledge about the industry.
- Knowing the product.
- Knowing the process.
- Understanding customers’ objections.
Skills required to be a successful sales person
- Listening skills.
- Questioning skills.
- Identifying buying signals.
- Negotiating and closing skills.
Attitude that are very important for a sales person
- Confident.
- Persistent and determined.
- Maintain a long-term relationship with customers.
- Friendly personality.
- Accountable for themselves, their customers, and their organization.
- Receptive and willing to change.
Some characteristics of professional selling
- Driven to make it a career.
- Focus on the long term.
- Desire to improve to become an expert.
- Focus on matching vs. telling.
- Strength in all aspects of the Basic Sales Cycle.
8 Qualities of a top sales person
- They are ambitious.
- They are courageous.
- They are committed.
- They see themselves more as consultants than as salespeople.
- They are prepared.
- They engage in continuous learning.
- They have good domain knowledge.
- They have a good attitude
Forbidden phrases
- Don't know.
- No.
- Why do you need to know?
- That's against ...
- You're wrong.
- You'll have to...
Why some salespeople are so successful
- 80% of sales successes is psychological.
- Top salespeople are OPTIMISTS.
- 20% of the salespeople make 80% of the sales and 80% of the commissions.
- 10% of salespeople open 80% of new accounts (“hunters”).
- The top 10% of sales professionals today earn 5X, 10X, 15X, and even 20X the average of the other 80%-90%.
The 3 most common sales mistakes
- Not listening to the buyer.
- Not asking for the order.
- Forgetting to sell existing customers.
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Description
Explore effective sales techniques and the art of communication in this quiz. Learn how to close a sale, listen actively, and understand why people make purchases. Test your knowledge on the essential strategies for successful selling.
