The Sales Process Flashcards
(27 cards)
PURCHASING PROCESS of a Business-to-consumer is when consumers buy your products or services for personal use.
True.
In Business-to-Business, consumers who buy products from you pay the same price as other consumers.
False.
In Business-to-Business, buyers purchase products or services for use in their companies.
True.
The basic B2C business is relatively simple. You need a method of displaying products and prices on your website, a mechanism for recording customer details, and a checkout to accept payment.
True.
Customers select products, place an order and arrange delivery through an agreed logistics channel. Payment is settled on agreed terms in Business-to-Consumer.
False.
What law states that by the contract of sale one of the contracting parties obligates himself to transfer the ownership and to deliver a determinate thing, and the other pay therefore a price certain in money or its equivalent.
CIVIL CODE (TITLE VI, CHAPTER1, Article 1485)
A set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale.
Sales Process.
A potential customer’s journey from realizing they have a need for a product to making an actual purchase.
Sales Process.
A roadmap for a salesperson.
Sales Process.
First step of the sales process. Kick-starts the entire sale and determines, to a great extent, whether or not the deal is going to be sealed.
Prospecting.
Preparation.
Approach.
Presentation.
Prospecting.
This step requires a client-centric mentality. It will allow the sales professional to gather the necessary information to conduct a valuable Warm Up and instill a sense of professionalism during the first client appointment and increase the chances of building customer rapport.
Preparation.
Handling Objections.
Prospecting.
Presentation.
Preparation.
Here is where you make first contact with your client. Sometimes this is a face-to-face meeting, sometimes it’s over the phone.
Prospecting.
Presentation.
Follow-up.
Approach.
Approach.
The approach method wherein you present your potential client with a gift at the beginning of your interaction.
Question.
Product.
Premium.
PREMIUM.
The approach wherein you ask a question to get the prospect interested.
Question.
Product.
Premium.
QUESTION.
Here, you actively demonstrate how your product or service meets the needs of our potential customer.
Presentation.
In this step you may use PowerPoint and give a sales speech, but it doesn’t always have to be that way- you should actively listen to your customer’s needs and then act and react accordingly.
Presentation.
Perhaps the most underrated of the seven steps of a sales process.
Handling Objections.
This is the step where you listen to your prospect’s concerns and address them.
Handling Objections.
Handling objections and alleviating concerns separates good salespeople from bad and great from good.
True.
In the follow-up step of the sales process, you get the decision from the client to move forward.
False.
A closing strategy wherein you assume the sale and offer the prospect a choice, where both options close the sale.
Alternative Choice Close.
Offering something extra to get the prospect to close, such as a free month of service or discount is a closing strategy called the Extra Inducement Close.
True.
Creating urgency by expressing that time is of the essence- for example, “The price will be going up after this month” or “We only have six spots left.”.
Standing Room Only Close.
This stage keeps you in contact with customers you have closed, not only for potential repeat business but for referrals as well.
Follow-up.
