Podcast
Questions and Answers
What is the primary definition of selling?
What is the primary definition of selling?
Which factor is NOT one of the essential sales skills?
Which factor is NOT one of the essential sales skills?
Why is it important to listen to every prospect during the sales process?
Why is it important to listen to every prospect during the sales process?
What impact does a positive attitude have on sales performance?
What impact does a positive attitude have on sales performance?
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Which of the following best describes the concept of 'selling a need not a want'?
Which of the following best describes the concept of 'selling a need not a want'?
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What is a key aspect of effective sales strategy for potential customers?
What is a key aspect of effective sales strategy for potential customers?
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What is meant by the statement 'failure is not an option' in sales?
What is meant by the statement 'failure is not an option' in sales?
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How can salespeople effectively influence others?
How can salespeople effectively influence others?
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What is the primary focus of relationship selling?
What is the primary focus of relationship selling?
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Why is relationship selling particularly important for companies with longer sales cycles?
Why is relationship selling particularly important for companies with longer sales cycles?
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What can happen if a salesperson fails to build a working relationship with a customer?
What can happen if a salesperson fails to build a working relationship with a customer?
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Which technique is mentioned as an effective approach in relationship selling?
Which technique is mentioned as an effective approach in relationship selling?
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Salespeople are described as being what type of role in the relationship between customers and the brand?
Salespeople are described as being what type of role in the relationship between customers and the brand?
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What is one consequence of not delivering on promises made to customers?
What is one consequence of not delivering on promises made to customers?
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What does effective relationship selling require from a salesperson?
What does effective relationship selling require from a salesperson?
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What is typically the result of a successful relationship selling approach?
What is typically the result of a successful relationship selling approach?
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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
Link Between Brand and Customer
- 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.
