Understanding Selling Basics
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Questions and Answers

What is the primary definition of selling?

  • Convincing others to agree with a personal opinion.
  • Providing a service or product for an amount of money. (correct)
  • Exchanging information with potential customers.
  • Negotiating terms without considering the product/service.

Which factor is NOT one of the essential sales skills?

  • Knowledge
  • Skills
  • Attitude
  • Appearance (correct)

Why is it important to listen to every prospect during the sales process?

  • Every prospect is the same.
  • It avoids further communication.
  • It allows for personalized solutions. (correct)
  • It helps to rush the sale.

What impact does a positive attitude have on sales performance?

<p>It boosts individual performance and team morale. (C)</p> Signup and view all the answers

Which of the following best describes the concept of 'selling a need not a want'?

<p>Addressing basic requirements rather than superficial desires. (D)</p> Signup and view all the answers

What is a key aspect of effective sales strategy for potential customers?

<p>Research your competitors. (D)</p> Signup and view all the answers

What is meant by the statement 'failure is not an option' in sales?

<p>Persistence and resilience are essential in sales efforts. (C)</p> Signup and view all the answers

How can salespeople effectively influence others?

<p>By creating a favorable environment. (B)</p> Signup and view all the answers

What is the primary focus of relationship selling?

<p>Building interactions and trust (A)</p> Signup and view all the answers

Why is relationship selling particularly important for companies with longer sales cycles?

<p>It helps maintain customer loyalty (B)</p> Signup and view all the answers

What can happen if a salesperson fails to build a working relationship with a customer?

<p>Customers may feel like just a number (D)</p> Signup and view all the answers

Which technique is mentioned as an effective approach in relationship selling?

<p>Practicing active listening (C)</p> Signup and view all the answers

Salespeople are described as being what type of role in the relationship between customers and the brand?

<p>A link or boundary role (C)</p> Signup and view all the answers

What is one consequence of not delivering on promises made to customers?

<p>Greater chance of customer churn (C)</p> Signup and view all the answers

What does effective relationship selling require from a salesperson?

<p>Honesty and keeping one's word (A)</p> Signup and view all the answers

What is typically the result of a successful relationship selling approach?

<p>Long-term customer relationships (B)</p> Signup and view all the answers

Study Notes

What is Selling?

  • Offering a service or good for an amount of money
  • Influencing individuals to make decisions that support a brand, project, or idea
  • Can be negotiated

Key Concepts Before Selling

  • It is essential to create a favorable environment
  • We influence others by creating a positive environment to accept our proposal or advice to achieve goals

Positive Influence

  • It has transformative power
  • It can help change a person's mind and close a deal
  • Boosts individual performance and spreads amongst team members

Who Can be a Sales Person?

  • Essential Sales skills include knowledge, skills, attitude, and process
  • Each aspect is 25% of the overall skill set

Every Prospect is Different

  • Listen to your prospect
  • Know your product
  • Be honest
  • Sales tips include:
    • Sell a need not a want
    • Failure is an option
    • Prioritize
    • We are all human

Potential Customers

  • Segment your target
  • Identify your potential
  • Research your competitors
  • Shape a branding marketing strategy
  • Sell your product

Why Will a Customer Choose You?

  • Provide a high level of service
  • Make them feel unique
  • Offer lots of information
  • Involve them in the decision-making process
  • Tell a story
  • Make realistic promises
  • Salespeople are the link between customers and the brand
  • Salespeople are the "owners" of the customers within a company.

What is Relationship Selling?

  • The priority is on the interactions and trust built between sales and the customer/buyer.
  • It is all about the connection and relationship a salesperson builds with their customers and potential buyers.
  • It's typically used for companies who have long sales cycles or items that require commitment to purchase.
  • Without building a working relationship, it can cost you a long-term sale.

Relationship Selling Techniques

  • Become an active listener
  • Relate on a personal level
  • Keep your word and be honest
  • Practice social selling to add value

Segmentation of Sales Activity

  • Business to Business (B2B)
  • Business to Consumers (B2C)

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Description

Explore the fundamental concepts of selling, including what makes a good salesperson and the importance of a positive environment. Understand how to influence potential customers and tailor your approach to meet their needs. This quiz covers essential sales skills and tips for success.

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