Sales (6,7,8)

Applied question about the approach

The first few minutes of a sales call during which the salesperson explains her purpose for coming and establishes a rapport.

inert set and an evoked set

- brands customers know about but are indifferent toward - the brands that you are thinking about as you contemplate your purchase

B2C and B2B

- is simple - make buying decisions for companies that serve many consumers

____ % of women look at price tags when they shop

87%

Organizations include governments, defined as?

A government (federal, state, municipal) agency or nonprofit group that purchases products or services to serve or sell to its constituents.

Know what a trial close is

A way to test how ready your prospect is to buy by asking a question

Concept of the sales funnel

An illustration of the way the sales process begins with a large pool of prospects and ends with a more focused number of buyers. leads --> prospects --> buyers

three different types of buying situations (B2B)

New task - new purchase for the company, great opportunity for a sales person to use consultative selling skills Straight rebuy - reorder something you bought in the past, item hasn't changed Modify rebuy -has been purchased but specifications change

What are steps in the selling process

Prospect and qualify Pre-approach Approach Presentation Overcome objections Close the sale Follow-up

What is FAB? Why does it work?

Selling technique that focuses on features, advantages, benefits - a way of thinking like your customers - work because customers want to know what it will do for them

Traditional selling and social selling is there a commonality in building long term relationships

The traditional selling model assumes that prospects get information from a salesperson. The social selling model recognizes that prospects have many sources of online information before they even come in contact with a salesperson (or, they may choose to buy without engaging a salesperson).

Applied question about creating a buyer persona

What particular qualities and characteristics will define this individual or company? What specific problems would this buyer have that your product could solve? In what ways should the buyer be compatible with you or your organization? translates facts such as demographics, psychographics, and other insights into a fictional person that has a name, preferences and behaviors.

Strategic alliance

a business partnership where both parties risk and and have gain (Apple and Honda, can listen to Apple CarPlay on your new Honda Accord)

What is a buyer persona?

a detailed description of a typical, but fictional ideal customer

Action plan is

a plan for each customer

Prospecting and Qualifying

are the foundation for a successful selling process. Prospecting: Identifying potential buyers for a product or service qualify: Determining whether a lead has the desire and ability to buy your product or service

What is meant by give give give and then ask, in terms of social selling

be willing to share valuable content before you put up a listing or something you are selling. The idea is that your prospects see you as a resource, not as a salesperson.

Closing the sale is just the....

beginning

Direct marketing is...

communication form of email or mail and directly to a lead

Peak end effect is

customers evaluate their experience during the peaks

The most basic question you should ask yourself to qualify a prospect is?

does your prospect have a need

What is preapproach?

doing your homework" part of the process. Where you figure out pain point

Important elements in a social selling strategy

employing social listening: The act of monitoring conversations on social media and other digital channels to understand what people are saying - targeting your prospective buyers

What step where a sales person may need to deal with objections

evaluating a proposal

If you are considering gaming content as a part of social media selling, don't worry about

gating your content

What will make a customer switch in straight rebuys?

lack of service

Objections are viewed by a good sales person as...

opportunities to fully understand and respond to customer needs

Maslow's Hierarchy of Needs

physiological safety love/belonging esteem self-actualization: learning, be all you can be

Lead definition

potential buyer for product or service that has not been qualified

Self indulgent needs are

potential object or attributes of a product or service

Personas will....

provide a deeper more personal view of the target market

Know the Social selling index

relevance of post and profile, use of linkedin search, do you get comments or likes Composite score assigned by LinkedIn to reflect how effective you are at social selling, which includes building your brand, finding the right people, and building relationships on LinkedIn.

What is RFP?

request for proposal, formal request from a possible supplier to provide and or create a specific product or service

Know what social proof means Linkedin

talking about recommendations. Social proof helps prospects make a purchase decision based on the experience and feedback of others.

Hedonic Needs are

the subjective aspects of a product or service

Your Linkedin headline should have your

value proposition

gated content

viewer must do something to view content (ex. fill out a form). part of a social selling strategy because it helps identify prospective customers

Drawback of social selling is that convo don't have

voice inflection

Newsletters, should include helpful content for customers and prospective (what of the following is true about newsletters)

~ They are Long-Form Written Content—Tell a Story ~ Newsletters—Be sure they are newsworthy, not just selling information about your company. ~ might be gated