. The Sales Leader's Bulletproof Your Sales Team System online program
 
 
 

"Are You Salespeople Up For the Challenge"

"Are You Salespeople Up For the Challenge" Test

 

Salesperson's Name/initials :
Sell value over price (Sell without having to discount )
Ask the really tough questions that draw out the purchasing motive ( In other words they clearly understand their prospective customer's wants or needs before initiating/presenting their solution/product/service)
Write out a strategic and tactical sales plan for achieving their sales goals
Consistently generate leads to keep their sales pipeline (funnel )full
Identify, target and reach all of decision makers and the key buying influences involved with the purchase decision
Identify the various needs for each of the key stakeholders involved with the purchase decision
Regularly ask for and get referrals
Uncover buying criterion-how the customer will make their buying decision
Influence buying criterion
Articulate the impact of the customer/prospects current situation (without your solution)
Effectively qualify their clients/prospects in order to save time based on a predetermined business criteria (money, method of purchase, motivation and timing)
Accurately uncover the cost impact of the customers problems and thereby specify how the customers will perform better as a result of using your products/services-(They can predict the value of the solution/s they propose )
Complete a Return On Investment analysis (Business case to prove the financial value of what they sell)
Tell a compelling story that educates customers and prospects effectively on how your products and solutions will help them
Sell solutions and not products
Know when to stop selling and begin negotiating
Ask for the order in whichever way seems appropriate at that moment
Never leave a prospective customer without "advancing" or closing the sale (i.e., determining and agreeing on the next step)
Maintain their motivation and positive attitude which rubs off on both the rest of the sales team and customers alike
Specify and work on their own skill development plan to improve their sales professionalism