Mar 3400 Exam 2 Viosca Exam Already Passed!!

BIGGEST mistake seen in sales? {Ans: reps don't have a plan when approaching meetings}use first 5-10 minutes to {Ans: -discover needs -present solution -close}amiable {Ans: -focus on establishing trust -use referral statement to open the conversation}create interest in different types of customer {Ans: }needs identification stage (GOALS process) {Ans: -decision process -confirmation of facts -uncovering needs (problems, goals, etc.) -asking what happens when problems continue (building pain) -getting a pre-commitment to consider the product/service}prescription stage {Ans: -review the need -show the feature -explain the (specific) benefit ; may require proof -confirm that the buyer agrees that this feature/benefit represents a liable solution: this is also called "trial close".}features {Ans: -all its doing is describing product or service -only a piece of your solution -we tend to refer to these in "our language" rather than the "customers language" ex: drill having a forward and reverse setting}benefits {Ans: what it means to the customer in relation to their needs or issues -a "good thing" that relates directly to the customers needs -customers are compelled to buy when you focus on these ex:what it means to you-saving time}why should you take time to reach and