Mar 3400 Study guides, Class notes & Summaries

Key to understanding customer objections is... - selling slow 3 steps in handling objections - 1. Clarify, 2. Respond, 3. Confirm Clarify - Explore the Objection, Understand motivation behind it Respond - Use what was learned in clarification step to put customer at ease Confirm - Ask question to see if concern has been alleviated Example of Clarify - "Tell me more about that..." Example of Respond - honesty, evidence (white papers, testimonials, 3rd party) Confirm - "Do you have any othe...

Who decides what office supplies are purchased for your company? - Situation What difficulties do you experience when using office supply vendors - Problem Are deliveries late on a regular basis? - Situation What impact does this scheduling issue have on your business? - Implication How would an automatic replenishment system alleviate your supply issues? - Need pay-off Does this capacity limitation also restrict you in other ways? - Implication What do you see as the advantages of taking ...

ld selling - "walking brochure" new selling - idea of intelligence how people do new selling with intelligence - -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) - 1. emotional awareness 2. managing emotions ning with emotions *emotional awareness - identify emotions, yours and others reading non-verbal clues *key to authentically connecting *managin...

Knowledge=success what are the three characteristics of knowledge needed for success? - ️️1. Product Knowledge 2. industry knowledge 3. specific prospect knowledge Begin with the end in mind sales objective =? - ️️buyer commitments at the end of the meeting, you will ask which of these makes the most sense? - ️️- realistically what is the best you can accomplish? - what is the minimum to continue? -what else is possible? plan/making the sales call - ️️1. a...

ld 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 authentically connecting Managing Emotion...

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...

mar 3400 exam 1 2024/2025 already graded A+ old selling new selling how people do new selling with intelligence *emotional intelligence (3) *emotional awareness *managing emotions *reasoning with emotions curiosity 3 guidelines of sales Two important parts of the way we present ourselves how to build trust with client factors impacting trust *service-focused perspective two ideas in ethics what are ethics main point of companies ethics how to grow customers examples of network...

MAR 3400 Exam 2 Viosca exam Already Passed!! when preparing for a meeting what should you keep in mind? what is one of the biggest mistakes seen in sales? buyer sell relationships go through many stages(especially true in early prospecting phase). - awareness building goals? how many times on average need to meet with a customer to close a deal? decision making process sales meeting planning doing research ahead of time prevents you from attempting to? why should you take time to reach a...

Who decides what office supplies are purchased for your company? - ️️Situation What difficulties do you experience when using office supply vendors - ️️Problem Are deliveries late on a regular basis? - ️️Situation What impact does this scheduling issue have on your business? - ️️Implication How would an automatic replenishment system alleviate your supply issues? - ️️Need pay-off Does this capacity limitation also restrict you in other ways? - ️️Implication...