Sales Techniques and Strategies: Questions and Answers, Exams of Nursing

Download Sales Techniques and Strategies: Questions and Answers and more Exams Nursing in PDF only on Docsity! Final Attempt 1 Course Careers What's your ultimate goal at the end of a discovery call? - Answer-Schedule a time on the calendar with the Account Executive if they are qualified to purchase Why does a sales cycle create a funnel? - Answer-Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. What does the formula E+E=P stand for and why is it important? - Answer-It emphasizes the importance of combining effectiveness and efficiency to achieve productivity in sales, meaning achieving a high success rate in closing deals while minimizing the time and effort required to do so. It is important because it helps sales professionals improve their overall performance and achieve their sales targets. What's an Ideal Customer Profile? - Answer-It's the ideal company you're targeting. What's the best prospecting technique? - Answer-A balance of many different techniques: cold call, email, and social Why do salespeople use sales engagement software? - Answer-A sales engagement system helps salespeople execute their cadence with automation. Please describe what a hypothesis of need is and how it's used as an SDR. - Answer-The hypothesis of need allows the seller to prepare prior to the first call, by viewing the customer's profile and forming a hypothesis of what problem they can solve for the customer. This helps the seller have answers and question (problem questions) ready before speaking to the customer. Please describe the cold-calling formula you learned in the course and how you would use it as an SDR. - Answer-Look up Please describe what an organization structure is, how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large structure. - Answer-An organizational structure is a system or hierarchy that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDRs use org structures to find the right decision-makers. Titles in order for a large org: Board of directors, CEO, C-suite, VPs, Directors, Managers, Individual contributors. Can you please describe what SPIN selling is and how you would use it? - Answer-Finish up. Describe how you would use each part of SPIN Why do salespeople use a CRM system instead of a spreadsheet or piece of paper? - Answer-A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. Why do sales people use sales data software? - Answer-Sales data software gives salespeople data about their prospective contacts. If you cold-emailed someone and they responded by saying they're using your competitor, how would you respond and why? - Answer-Here are 3 examples: 1.. Offer a comparison: You can offer a comparison between your product and your competitor's product, highlighting the strengths of your own product. Be sure to avoid directly criticizing your competitor's product, as this can be unprofessional. 2. Ask to keep in touch: You can ask to keep in touch with the recipient in case their needs change in the future or if they have any further questions about your product. This can help keep the lines of communication open and build a relationship for future sales opportunities. 3. Offer a free trial or demo: You can offer a free trial or demo of your product, allowing the recipient to try your