Professional Sales Quiz 3

Organized Sales Dialogues & Presentations

-- Address individual customer & different selling situations -- Has a high level of customer involvement -- Allow flexibility to adapt to buyer feedback -- Most frequently used format by sales professionals

Canned Presentations

-- Include scripted sales calls, memorized presentations and automated presentations -- Can be complete & logically structured -- Do not vary from buyer to buyer

Written Sales Proposals

-- Proposal is a complete self-contained sales presentation on paper -- Often accompanied by sales calls before & after the proposal is submitted -- Thorough customer assessment should take place before customized proposal is written

Parts of a Sales Proposal

1.. Executive Summary - (clearly demonstrates the salesperson's understanding of the customer's needs & the relevance of the proposed solution) 2.. Customer Needs & Proposed Solution - (Includes situation analysis & recommended solution) 3.. Seller Profile - (Information about the selling company) 4.. Pricing & Sales Agreement - (This section presents the pricing and delivery options) 5.. Implementation & Timetable - (Includes a contract, order form, or instructions regarding who to call to place an order or request info)

Points of a sales value proposition that sits in your Value Wedge:

1.. Identify Previously Unconsidered Needs 2.. Attach your Prospect's Needs to your unique strengths 3.. Defend Your story

examples

A brief description of a specific instance used to illustrate features & benefits of a products

Buying Motive

A need-activated drive to search for and acquire a solution to resolve a need or problem; the most important factors from the customer's perspective in making a purchase decision.

Organized Sales Presentation

A sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls. Organized sales presentations feature a two-way dialogue with a high level of customer involvement.

Analogy

A special and useful form of comparison that explains 1 thing in terms of another

Case Histories

A testimonial in story or anecdotal form used as a proof provider

Anecdote

A type of example that is provided in the form of a story describing a specific incident or occurence

Request for Proposal (RFP)

A type of procurement document used to request proposals from prospective sellers of products or services. In some application areas, it may have a narrower or more specific meaning.

Assurances

Assure the buyer that the seller has the experience and capabilities required to fulfill the contract

Sales Dialogue

Business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships. Sales dialogue should be customer-focused and have a clear purpose.

Sales Presentation

Comprehensive communications designed to persuade the customer to make a purchase

Responsiveness

Demonstrates the seller's willingness to work closely with the buyer to ensure achievement of promised results

Reliability

Present a solid business solution that meets the buyer's expectations

Empathy

Reflects the seller's thorough understanding of the buyer's unique business environment

Common Value Proposition Mistakes

Salespeople fail to articulate value when they commit to 3 deadly sins of sales messaging: 1.. Providing too much info 2.. Not describing value from the buyer's perspective 3.. Failing to identify what is different

Feedback

The receiver's response to a message

Proof Providers

The use of statistics, testimonials or case histories to support product claims

Non Disclosure Agreement

This is a contract between an employer and an employee that states that the employee will net reveal the employer's trade secrets to future employers.

Rational Buying Motive

Typically relate to the economics of the situation, including cost, profitability, quality, services offered, and the total value of the seller's offering as perceived by the customer

Sales Dialogue Template

a flexible planning tool that assists the salesperson in assembling pertinent information to be covered with the prospect

Features

a quality or characteristic of a product or service that is designed to provide value to a buyer

Customer Value Proposition

a statement of how the sales offering will add value to the prospect's business by meeting a need or providing an opportunity

Comparison

a statement that points out and illustrates the similarities between two points

Sales Call

an in-person meeting between a sales team and the buyer to discuss business

Tangibles

enhances and differentiates the communication of the seller's message

Statistics

facts that lend believability to product claims and are used as proof providers

Sales Proposal

is a complete self-contained sales presentation, often accompanied by verbal sales presentations before or after the proposal is delivered

Sales Value Proposition (SVP)

is a powerful messaging tool for communicating the unique value of the solution you're selling

Visual Materials

printed materials, photographs and illustrations, and charts and graphs used as sales aids

Testimonials

proof providers that are in the form of statements from satisfied users of the selling organization's products and services

check-backs or response checks

questions salespeople use throughout a sales dialogue to generate feedback from the buyer

Emotional Buying Motives

reasons consumers decide what products and services to purchase based on feelings, beliefs, and attitudes.

Electronic Materials

sales aids in electronic format such as slides, videos, or multimedia presentations

Canned Sales Presentation

sales presentations that include scripted sales calls, memorized presentations, and automated presentations

Preselling

salespeople present their product/service to individual buyers before a major sales dialogue with a group of buyers

Benefits

the added value or favorable outcome derived from features of the product or service the seller offers

Confirmed Benefits

the benefits the buyer indicates are important and represent value

Voice Characteristics

the pitch and speed of speech, which salespeople should vary to emphasize key points

Sales Aid

the use of printed materials, electronic materials, and product demonstrations to engage and involve buyers

Verbal Support

the use of voice characteristics, examples and anecdotes, and comparisons and analogies to make sales dialogue interesting and understandable