Inspired Sale - 4/5 - Company Story & Installation Flashcards
What are the top two reasons, in order, customers decide to buy?
a) The product and the price
b) The price and the company
c) The sales person and the price
d) The sales person and the company
d) The sales person and the company
True or False: The Company Story is an essential part of the Floor Coverings International Brand Experience.
True. The Company Story is an essential part of the Floor Coverings International Brand Experience.
True or False: The Company Story is used to set yourself apart from the competition.
True. The Company Story is used to set yourself apart from the competition.
The Company Story should really cut down on what objection?
a) We need to do more research
b) We want to get other estimates
c) All the above
c) All the above:
- wanting more research
- wanting other estimates
True or False: The Company Story should be delivered exactly the same way with every customer.
False: The Company Story does NOT need to be delivered exactly the same way with every customer.
It is a conversation, not a presentation
Pitching the Company Story is the equivalent of an episode of_________________.
a) The Office
b) The Rookie
c) Shark Tank
d) Breaking Bad
c) Shark Tank
because it is like a pitch
True or False: The Company Story can be skipped if the person seems to have already done their research on us.
False: do NOT skip the company story, just work what they said into the story itself. “You may very well know”, “As your research would have shown” etc etc
During what Step of the Inspired Sale do we prepare our strategy for how we will deliver the Company Story?
a) The Set-Up Call
b) Step 1 - The Warm Up
c) Step 2 - The Inspection
d) All the above
d) all of the above.
Work everything you have heard from the customer in the customer’s own words to build a bridge
Which of the following are true about the company story? (select all that apply)
a) Is not really that important since people already know everything about us
b) Can just be done by walking around the house with the customer and talking about the company
c) The single, most powerful sales tool in your toolbox
d) Gives you the opportunity to differentiate your company from your competitors
e) Gives you the opportunity to build your value proposition
c) The single, most powerful sales tool in your toolbox
d) Gives you the opportunity to differentiate your company from your competitors
e) Gives you the opportunity to build your value proposition
What is the best way to deliver the company story?
a) Print a copy of the company story for the customer to read while I measure
b) Create my own words on the company story, memorize it, and deliver it the same way every time.
c) Memorize the Floor Coverings International company story script and deliver it word for word.
d) Deliver the company story in my own words, personalized for each customer. Every time will sound different since every customer is different.
d) Deliver the company story in my own words, personalized for each customer. Every time will sound different since every customer is different.
How can I confidently educate my customer on how my competition operates?
a) Make it up. No one will know the difference anyway
b) Secret Shop the competition
b) Secret Shop the competition
