Communicating Value to Customers

What does it mean to build rapport?

• Telling a customer whatever they want to hear

• Establish a relationship with a potential customer built on respect and trust

• Asking them to buy your service or product multiple times

• Not taking no for an answer

An unexpected sales call is called

• A referral

• Data mining

• A cold call

• An objection

To successfully sell your product or service (as a sales person) you have to:

• Be insistent

• Carefully listen and answer questions thoughtfully

• Highlight the features of your solution

How do you get a referral?

• Use your network of current contacts

• Talk to strangers on the street

• Through calling people from a list of potential customers

What does it mean to close the sell?

• Ending the conversation

• Telling them about your product or service

• The end of your Elevator Pitch

• Ask for a commitment or the business

A prospect is another name for

• A potential customer

• An established customer

• An objection

• A marketing strategy

Document used to detail a complex sale?

• Product placement

• Order form

• Sales Contract

• Direct Mail

Reasons potential customer gives for not buying your product/service?

• Arguments

• Lies

• Exceptions

• Objections

The sales team members for a company are called

• Sales Generators

• Sales Force

• Sales Accountants

• Sales Leaders

Which of following is not part of the prospecting process

• Cold calling

• Asking for referrals

• Data mining

• Delivering the product