when preparing for a meeting what should you keep in mind? correct answers where is the customer in the buying(planning) cycle?
-just started?, do they need the sales person to provide them with a lot of information?
-at the end?, they already know information and the sales person would be wasti...
MAR 3400 Exam 2 || Already Passed.
when preparing for a meeting what should you keep in mind? correct answers where is the
customer in the buying(planning) cycle?
-just started?, do they need the sales person to provide them with a lot of information?
-at the end?, they already know information and the sales person would be wasting their time
trying to deliver that.- need to be on negotiating terms with them.
what is one of the biggest mistakes seen in sales? correct answers misalignment between the
buying and selling.
buyer sell relationships go through many stages(especially true in early prospecting phase). -
awareness building goals? correct answers -establish rapport
-build credibility
-get to know prospect
-know business situation
- remember most successful sales take time to develop!
how many times on average need to meet with a customer to close a deal? correct answers 3-5
in business to business situations
decision making process correct answers -prepare questions that help create a picture of: players,
timeline, decision criteria
-people: issues, power, part of the play.
linked research helps with this.
sales meeting planning correct answers -your job to take control
-meeting objective
-dont waste prospects time
-state objective at beginning
doing research ahead of time prevents you from attempting to? correct answers selling something
to someone that doesn't need it
why should you take time to reach and prepare questions ahead of time? correct answers to get
client to talk about themselves
questions to help you uncover missing pieces of information correct answers -buying process?
-budget?
red lights correct answers possibilities that can make the deal go south
-cutting budgets
-talking to a competitor
green lights correct answers -proceeding to next step
, -meeting with decision maker
yellow light correct answers -stalling
-challenging prospect to get to red or green light
ways to share or teach a client (good to do at beginning of a meeting) correct answers -help them
view things differently
-potential opportunities to improve their business (powerful way to communicate value)
-idea is: can you help them improve their business?
BIGGEST mistake seen in sales? correct answers reps don't have a plan when approaching
meetings
selling SMART objectives? correct answers s- specific
m- measurable
r- realistic
t- time based
two most obvious objectives reps focus on? correct answers primary call
optimistic call
primary call objective correct answers the main goal you want to achieve
-learn about the company and share that information and set up another meeting to possibly close
ex: i know this is one of two people of the company, my objective is to learn about their needs
and show them how ADP can benefit their needs. and at the end secure a meeting with all
decision makers to close.
optimistic call objective correct answers this is simply the most ideal or optimistic outcome you
might think could occur
- shooting for the moon!
minimum call objective correct answers this is simply the minimum the rep hopes to get out of
the meeting.
- not going to get a meeting - what is the minimum you want to walk away with?
- ex: at least i want is to connect on linkedin
secondary call objective correct answers this is the remaining objective after the primary
objective, such as a critical piece of logistical information that needs to be gathered as part of the
sales process.
approach stage correct answers -introduce yourself professionally
-build rapport (bond)
-gain attention- set agenda
-transition to needs identification
use first 5-10 minutes to correct answers -discover needs
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller FullyFocus. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $10.99. You're not tied to anything after your purchase.
