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Action Selling

Flashcards for the Action Selling program

A "meeting of the minds" between the salesperon and customer. The Salesperson restates the customer's needs and gains agreement on them with the customer Agree on Need - Act 4
A complete, systematic approach to asking questions and uncovering differentiated needs related to you, your company and your product or service. Ask the best questions map
A methodology used to develop skillfully phrased open-ended questions that will uncover needs for the strenghts of your product. Back-tracking benefits
The value derived from the features of a product or service, usually expressed in dollars but can also be emotional Benefit
A positive response from your customer to your product or service. Indicates a desire to move the selling process forward. It could mean it is time to gain committment. Buying Signal
Questions that evoke a "yes" or "no" response. Used for gaining commmittment Close-ended Questions
A goal we set for ourselves to gain feedback from the customer, in the form of an agreement, that moves the sales process forward: i.e., to get an order, to get an appointment or to be declared an eligible bidder Committment Objective
Needs that any competitor can satisfy - quantity, size, color, etc. Commodity Needs
Questions that will uncover generic needs and solutions such as quantity, color, size or form Commodity Questions
Used to minimize fear, uncertainty and doubt, and avoid cancellations. Thank the customer, tell them you appreciate their business, and schedule the next event Confrm the Sale- Act 8
A key skill of an effective salesperson. An emphasis on serving the customer by first learning about their business needs and then communicating how to be a solution to them. Consultant
Needs that allow you to present a unique solution Differentiated Needs
Questions that will uncover unique needs and solutions where a distinct value can be added Differentiated QUestions
The user or manager of the users of your product. They can say "no" or can recommend but cannot say "yes" without approval End User Buyer
Any distinctive characteristic of a product or service Feature
A predetermined sequence and thought process that a customer uses when considering a purchase. They are: Salesperson, Company, Product Price, and Time to Buy Five Buying Decisions
Asking for agreement to move the sales process forward with the customer. Gain Commitment - Act 7
An open-ended question that helps you understand and increase the urgency associated with a specific need. Leverage Question
Building rapport and demonstrating your interest in the customer by asking open-ended questions that are centered on the customer as a person, then listening to the answer. This step is vital in achieving the first buying decision - selling yourself. Leverage Your People Skills - Act 2
A process that synchronizes selling activity with the decision-making process. Commitment Objective, Leverage YOur People Skills, Ask the Best Questions, Agree on Need, Sell the Company, Sell the Product, Ask for Committment, Confirm Sale, Replay call Nine Acts of Action Selling
These are responses to unasked questions. The customer has a specific reason why they are not making the buying decision yet. It relates to one of the Five Buying Decisions. Objection
Questions that can't be answered with a yes or no. Open-ended questions begin with who, what, where, why, when or how. Open-ended question
A critical skill of today's sales professional. Maximizing the use of available company and industry resources to provide solutions for the customer on an ongoing basis. Orchestrator
Part of your pre-call plan where you consciously determine what you want to accomplish as a result of making the call Plan to win - Act I
To gain commitment from the customer. This is why we are valued by our employer Principal Mission of the Salesperson
A question used to uncover a hidden agenda or an undisclosed need Question the question
An open-ended question that ends a TFBR by asking the customer how the feature and benefit will impact them Reaction question
Continuously searching for new and better ways to service the customer. Proactively identifying problems and opportunities and providing solutions. Relationship builder
A systematic method for post-call review and feedback. Differentiates professionals from amateurs Replay the Call - Act 9
Telling your Company Story or making Positive COmpany Statements which explain how your company is a good match for theirs Sell the Company - Act 5
Using TFBRs to present a powerful needs-based solution that your product or service can provide the customer Sell the Product- Act 6
The people that analyze the technical aspects of your proposals. Could be a buyer or engineer. They can say "no" and can recommend to an ultimate decision-maker Specialist Buyer
Your customer's response to not being completely sold. However, they might not have a specific reason for it Stall
The linking of the features and benefits of a product or service to the identified needs and eliciting a response from the prospective buyer TFBR (Tie-Back, Feature, Benefit, Reaction)
A statement that begins a TFBR by referring back to an expressed need of the customer Tie-Back
The person that controls the budget and can say yes to your proposal when everyone else says no. Ultimate Decision Maker
Created by: 749345303
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