Mar 3400 - Study guides, Class notes & Summaries

MAR 3400 Ch7 Questions with correct answers

3 Steps to Handling Objections correct answers *1. clarify* - explore the customers objection so that you truly understand the underlying motivation as to why they bring that issue up *2. respond* - make sure you use the information uncovered in the clarification step to respond in a way that truly puts the customer at ease with their obligation -- use evidence: testimonials, white papers, case studies, statistics *3. confirm* ask the customer if you have alleviated their concern or if...

MAR 3400 Exam 2 Viosca Questions with correct answers.

old selling correct answers "walking brochure" new selling correct answers idea of intelligence how people do new selling with intelligence correct answers -adaptive - pay attention to prospect -pivot and shift -think through problems -uncover patterns -new ways to add value -consultant in business advisor *emotional intelligence (3) correct answers 1. emotional awareness 2. managing emotions ning with emotions *emotional awareness correct answers identify emotions, yo...

3 steps to handling objections correct answers 1. Clarify 2. Respond 3. Confirm CRC: Clarify correct answers take the time to make sure you understand what the customer is saying -always know what your answering -"Tell me more about that" -"Why is that an issue for you?" CRC: Respond correct answers chance to respond to their objection in an honest way and a way that conveys more information than they had before the objection arose. -use evidence to back up your response (t...

when preparing for a meeting what should you keep in mind? correct answers where is the customer in the buying(planning) cycle? -just started?, do they need the sales person to provide them with a lot of information? -at the end?, they already know information and the sales person would be wasting their time trying to deliver that.- need to be on negotiating terms with them. what is one of the biggest mistakes seen in sales? correct answers misalignment between the buying and selling. b...

The new way of selling Correct Answer-No longer a a walking brochure Selling based on books, online, and experienced sales people Win win relationships Correct Answer-Customers and sales team both benefit from the sale Principles: Trust, CLIENTS INTERESTS FIRST Statutory law Correct Answer-Based on legislation passed by either state legislators or congress Administrative law Correct Answer-Established by local, state, or federal regulatory agencies Social style Correct Answer-The ...

Begin with the ____ in mind correct answers end sales objectives = correct answers buyer commitments objectives correct answers - realistically what is the best you can accomplish - what is the minimum to continue - what else the gap correct answers the current situation, obstacles and problems, the ideal situation the spin process correct answers S- situation P- problem I- implication N- need payoff the situation correct answers the decision process confirmation of facts ...

Old Selling - ️️Walking brochure New Selling - ️️- Adaptive - Pay attention to prospect - Pivot and shift - Think through problems - Uncover patterns - New ways to add value - Consultant and advisor _____ is needed for a successful sales individual - ️️Intelligence Emotional Intelligence (EI) - ️️Emotional awareness, Managing emotions, Reasoning with emotions Emotional Awareness - ️️- Identify you emotions and others - Reading non-verbal clues - Key to aut...