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What’s a Champion? Someone who salespeople love. How should you open a discovery call? Set the expectations for the call Skip Ad What’s the best definition for a sales cadence? A cadence is the sequence of activities you perform in order to make contact with a prospect What should you avoid using in a prospecting email? Images, Bullet Points, Attachments A sentence is generally incomplete when It lacks a subject and a verb Definition of an ICP? It's the fictitious company persona of your ideal customer Which of the following capitalization rules is incorrect? Capitalize pronouns, such as Her and Him. What are the two types of needs talked about in the book SPIN Selling and what is the difference between the two?
Implied Needs-are problems and frustrations expressed by the customer —for instance, "I'm not happy with the quality our press is producing," or "Our system creates too much waste." Explicit Needs-Explicit needs are strong wants or desires "We need a more efficient system," or "We have to cut our procurement costs." Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on A sales Cycle is a set of specific actions salespeople follow from start to finish to close a new customer. It often includes multiple stages such as 'prospect, connect'' research' 'present' and close. What factor(s) make a major sale different from a small sale? Only the length of the sales cycle and size of customer commitment and their risk What does BANT stand for and what part of the sales cycle is it used? Budget, Authority, Need, Time (LEAD QUALIFICATION) What is BANT? budget, authority, need, time What is Organizational structure? An organizational Structure is a system that outlines how certain activities are directed in order to achieve the goals of an organization. These activities can include rules, roles and responsibilities. What is an Ideal Customer (ICP)? Aka, ideal company profile or target market.
What is a Sales Cycle? A sales cycle is a set of specific salespeople follow from start to finish to close a new customer. It often includes multiple stages such as " prospect , 'connect' research ' present' and 'close'. Sales Cycle /Sales Funnel Research, Outreach, Discovery, Present, Follow Up, Close What is A Sales Cadence? Aka Sales Sequence - is the sequence of outbound sales activities a salesperson makes when attempting to make contact with a prospect to move them through the pipeline. Questions on "How to Win Friends & Influence People " What's the main difference between mankind and animals? The desire to feel important The only way on earth to influence other people is by Talking about what they want and showing them how to get it You can make more friends in two months by becoming interested in them
When should you argue with someone? Never because you can't win When trying to convince someone of something you should get them to agree to small things by telling you "Yes" since it gets them in the mode of saying yes and agreeing Instead of giving direct orders you should Make suggestions by asking questions There's never too much sincere praise When trying to make someone want to do something you should tell them how important what they're doing is and how they'll benefit SDR Incentive Flow 7 Steps
Quiz on SPIN: Chapters 1- What kind of salespeople was SPIN written for? Salespeople who have long, complex sales cycles Quiz on SPIN: Chapters 1- What’s the definition of a small sale? Completed in a single call and involves a low dollar value Quiz on SPIN: Chapters 1- What factor(s) make a major sale different from a small sale? Length of selling cycle Size of customer's commitment and risk The ongoing relationship Quiz on SPIN: Chapters 1- What are the four stages of a sales call in order? Preliminaries - Investigating - Demonstrating Capability - Obtaining Commitment on SPIN: Chapters 1- Which stage of the sales call is the most important? Investigating
What is a good definition for SPIN? A questioning model for the investigation stage of the sale on SPIN: Chapters 1- What does SPIN stand for? Situation - Problem - Implication - Need-payoff on SPIN: Chapters 1- What’s SPIN selling’s definition of closing? A behavior used by the seller which implies or invites a commitment, so that the buyer's next statement accepts or denies commitment on SPIN: Chapters 1- Do more closing techniques improve sales success in larger sales? No on SPIN: Chapters 1- Do more sophisticated buyers react well to closing techniques? No on SPIN: Chapters 1- Is it a failure if you don’t get an order during your meeting for a large sale? No on SPIN: Chapters 1- What are the successful outcomes in a large sale? Order or Advance on SPIN: Chapters 1- What’s the most common objective in a large sale? Advance on SPIN: Chapters 1- What are successful actions of a sales meeting? Investigating and demonstrating capability Checking that key concerns are covered Proposing a commitment on SPIN: Chapters 3- What's SPIN selling's definition of a need? Any statement made by the buyer which expresses a want or concern that can be satisfied by the seller
on SPIN: Chapters 3- What's the purpose of implication questions? To take a problem that the buyer perceives to be small and build it up into a large enough problem to justify action on SPIN: Chapters 3- Which questions do decision-makers respond best to? Implication Questions on SPIN: Chapters 3- Should you always use the SPIN model in sequence? No, SPIN is a formula that normally works, but should be altered based on different situations on SPIN: Chapters 3- Should you plan your questions in advance? Yes, it's hard for good questions to spring up in your mind when your talking on SPIN: Chapters 3- When shouldn't you use need-payoff questions? Both early in the call and when the customer raises a need you can't meet on SPIN: Chapters 3- What's the definition of a feature? Fact or characteristic of a product or service on SPIN: Chapters 3- What's the definition of an advantage? Show how a product or service can be used or can help the customer on SPIN: Chapters 3- What's the definition of a benefit? Show how a product or service meets an explicit need expressed by the customer on SPIN: Chapters 3- What is this? Seller: And another thing about the system is that it has balanced voltage stabilization. Buyer: Oh, what does that do? Feature on SPIN: Chapters 3- What is this? Seller: It protects you from current surges so that you won't lose valuable data if you have a voltage fluctuation. Buyer: That isn't necessary here. This building is wired for scientific use, so there's inbuilt voltage protection
Advantage on SPIN: Chapters 3- What is this? Seller: But I'm sure you'll find the backup memory useful. It means that even in the event of an operator error wiping out your main files, you'll always have automatic backup - so you'll never run the risk of losing key data. Buyer: And how much does this configuration cost? Advantage on SPIN: Chapters 3- What is this? Seller: The basic core system costs $78,000 Buyer: And is it compatible with our optical readers? I need to be able to read source data straight into memory. Feature on SPIN: Chapters 6- Do more objections result in more sales? No, they indicate dissatisfactions with the buyer on SPIN: Chapters 6- What’s the root cause of most objections? Not enough perceived value on SPIN: Chapters 6- Are first impressions a large factor with success in large sales? No, there are still many other parts of your sales interaction that are much more important on SPIN: Chapters 6- Is personal loyalty a large factor for doing business in large sales? No, businesses care much more about the value of solutions than they do about personal loyalty to sales people. on SPIN: Chapters 6- What’s the common factor of most good call openings? They get the prospect to agree that you should ask questions What is Sales Engagement? Sales engagement refers to the interactions and exchanges that occur between sales reps and their customers. It's the touchpoints that get your foot in the door, keep the conversation flowing, and ultimately lead to a sale. Sales engagement encompasses how you communicate at what frequency, and the substance of your interactions What is Prospecting? the first step in the sales process that consists of any activities used to identify potential customers on Fanatical: Chapter 1-
on Fanatical: Chapters 7- Under what conditions does it make sense to set an appointment without qualifying the prospect? You sell a product or service that is non contractual and there is no set budgetary period for making these types of purchases There is a high probability that most of your prospects will be buyers because your product is something they use all the time The decision-maker role is fairly consistent or usually a single person on Fanatical: Chapters 7- What is a touch? Anything that increases familiarity with a prospect on Fanatical: Chapters 7- How many touches on average does it take to engage a cold prospect? 20-50 touches on Fanatical: Chapters 7- What quality can you use to organize a prospect list? Qualification level Potential deal size Industry vertical on Fanatical: Chapters 7- What’s the primary reason you use social selling? To build familiarity with prospects on Fanatical: Chapters 7- What’s the primary social channel in B2B sales? LinkedIn on Fanatical: Chapters 14- Completed What do people getting called by a salesperson dislike the most?
Salesperson being vague and difficult to understand their intentions on Fanatical: Chapters 14- What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services. on Fanatical: Chapters 14- What’s the main difference between a targeted bridge and a strategic bridge? Strategic bridges use information custom to each prospect on Fanatical: Chapters 14- If you could only choose one prospecting method which would be best? Phone on Fanatical: Chapters 14- What’s the correct order for the cold-calling framework? Attention-Identify-What you want-Bridge-Ask on Fanatical: Chapters 14- What shouldn’t you say on a cold call? How are you doing? on Fanatical: Chapters 14- What’s the correct order for the voice-mail framework? Identify-Phone number twice-Reason for call-Reason to call back-Phone number twice on Fanatical: Chapters 14- Should you time your calls based on the best answer rate of your prospects? No on Fanatical: Chapters 14- What’s the correct order for the RBO framework? Anchor-Disrupt-Ask on Fanatical: Chapters 14- What is the gatekeeper's most important job? Protect their people's time on Fanatical: Chapters 14- What’s the secret to get past gatekeepers? There is no secret technique on Fanatical: Chapters 18- Can inside sales reps, such as SDR’s, use in person prospecting? No on Fanatical: Chapters 18- What should you avoid including in a prospecting email? Images Hyperlinks Spammy words and phrases on Fanatical: Chapters 18- The best emails include ________. How you can solve a relevant problem they have on Fanatical: Chapters 18-
