Topic 6: Sales Dialogue Creating and Communicating Value Flashcards Preview

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Flashcards in Topic 6: Sales Dialogue Creating and Communicating Value Deck (5)
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1

keys to effective sales dialogue (6)

1. Are planned and practiced by salespeople
2. Encourage buyer feedback
3. Focus on creating value for the buyer
4. Successfully communicate value gain
5. Engage and involve the buyer
6. Support customer value through objective claims

2

check-backs or response-checks

- questions salespeople use thought the sales dialogue to generate feedback from the buyer
- commonly used to:
- confirm benefits and assess buyer level of interest
- evaluate the level to which the salesperson has handled a buyers objectio

3

working with sales aides (SPES)

S: state selling point and introduce the sales aid
P: present the sales aid
E: explain the sales aid
S: summarize

4

supporting product claims (3)

- statistics
- testimonials
- case histories

5

group sales presentation

- can expect tough questions
- should take every opportunity to pre-sell individual group members prior to the group presentation