Steps in sales cycle
1. Prospecting
2. Pre approach
3. approach
4. Needs discovery
5. Presentation
6. Handling objections
7. Closing the sale
8. Customer Service
SPIN
Situation
Problem
Implication
Needs Discovery
Units of Conviction
Mini presentations, used as building blocks
Bridge Statement
Connects a products features to its benefits
Value proposition
Set of key benefits the company promises to deliver
Customer Attrition
70% Poor Service, 15% poor product, 15% Pprice
Moments of Truth
Following through and following up when it matters
Time Management
70% planned 30% unexpected
80/20 rule
80% with most productive 20% with smaller accounts
Full line selling
Recommending products based on main item
Cross-selling
Recommending item not related to main item
Up-selling
Selling better quality or newer version