The three goals of the Initiate stage in the sales process are: Introduce yourself (Goal 1), Introduce your product/service (Goal 2), Determine whether to continue through a buy/sell process (Goal 3). - What are the three goals of the Initiate stage in the sales process?, Goal 2, introducing your product/service, is considered less important because control of the sales call is mastered by flawless execution of Goals 1 and 3. - Why is Goal 2, introducing your product/service, considered less important than Goals 1 and 3?, According to the text, you have 4 to 6 seconds to make a first impression. - How long do you have to make a first impression according to the text?, Executing Goals 1 and 3 is crucial in determining whether you will win or lose a sale since it is about control rather than the product at higher levels. - What is the purpose of executing Goals 1 and 3 in the sales call?, The recommended tool for successful prospecting at the beginning of a sales call is a 30-second speech. - What tool is recommended for successful prospecting at the beginning of a sales call?, The basic elements of a 30-second speech include: Introduction, About Us, About Them, and Conclusion. - What are the basic elements of a 30-second speech as described in the text?, It is important to focus on Goals 1 and 3 for control of the sales call because they determine whether you will win or lose a sale based on establishing a good first impression and gaining credibility with the prospect. - Why is it important to focus on Goals 1 and 3 for control of the sales call?, The purpose of the Introduction in a sales call is to briefly introduce yourself and your company. - What is the purpose of the Introduction in a sales call?, It is important to keep the Introduction short and simple to avoid wasting the prospect's time and focus on the main messages of the sales call. - Why is it important to keep the Introduction short and simple?, Three key points should be included in the "About Us" section because people remember information better in threes or fives due to short-term memory capacity. - How many key points should be included in the "About Us" section, and why?, Anchors are associations that people make with certain things or brands, and they are important in making an impression because they stick in people's minds. - What are anchors, and why are they important in making an impression?, Examples of well-known anchors from different companies include "Think Different" from Apple Computer and "Have It Your Way" from Burger King. - Can you provide examples of well-known anchors from different companies?, Anchors can help capture the interest of potential clients during a sales call by creating familiarity and recognition, leading to increased attention. - How can anchors help in capturing the interest of potential clients during a sales call?, Having a list of 10 to 20 anchors available for a 30-second speech is beneficial because it allows flexibility to choose the most relevant anchor for each specific sales call, keeping the listener engaged. - Why is it beneficial to have a list of 10 to 20 anchors available for a 30-second speech?, Shifting the discussion to the prospect is important in a sales call because it helps engage the prospect and build rapport, leading to a meaningful business discussion. - Why is it important to shift the discussion to the prospect in a sales call?, Asking questions can help engage the prospect by getting them to think about their own issues and needs, making them more likely to participate in the conversation. - How can asking questions help engage the prospect in a conversation?, Factors to consider when formulating questions for a prospect include doing homework on the prospect, using the Three Levels of Language tool, and focusing on what is important to the buyer. - What factors should you consider when formulating questions for a prospect?, It is crucial to ask WIIFM questions during a sales call because prospects are primarily interested in themselves and how your product or service can benefit them. - Why is it crucial to ask WIIFM (What's In It For Me) questions during a sales call?, Understanding the Three Levels of Language tool can help in formulating questions tailored to different buyers based on what is important to each level of buyer. - How can understanding the Three Levels of Language tool help in formulating questions for different buyers?, Creating a bridge between Element 2 and Element 3 in a sales pitch is significant as it helps transition smoothly from talking about your company to asking questions that engage the prospect. - What is the significance of creating a bridge between Element 2 and Element 3 in a sales pitch?, The Law of Questions states that executives or prospects will only agree to meet with you if they have a question they need an answer to, emphasizing the importance of asking great questions to get their questions and issues out on the table. - How does the Law of Questions impact the effectiveness of engaging with prospects during a sales call?,

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