Reason to be a salesperson: in business nothing happens until something gets sold, and thus you get to be where the action is. Roller coaster ride.
a. Independence and Freedom
b. Financial Rewards
c. Make Things Happen
Answer: C
Professional Selling
- Part of the VPC+ presenting model where you "tell them what you said."
- Part of the VPC+ presenting model where you review the overall package you have just presented, revisiting the top three value points you deliver.
- Part of the Execute section of the VPC+ model where if they say No, you revisit that issue by seeking a reason why the buyer sees your solution as inappropriate.
- Part of the Execute section of the VPC+ model where if they say Yes, you move on to the next issue.
- Part of the Execute section of the VPC+ model where you ask the buyer directly if the buyer sees your solution as an appropriate fit for their needs.
- Part of the Execute section of the VPC+ model that has a strong "moral of the story" focus that is made very clear to the buyer.
- Part of the Execute section of the VPC+ model, where you use visual support, demonstrations, proof including testimonials, 3rd party endorsements, "bring to life" approaches such as success stories to show how your solution is a good fit for their issue.
- Part of the Execute section of the VPC+ model, where you present the benefits you can bring to the table related to this issue. Basically you defend your solution and express how it is a good fit for the issue.
- Part of the Execute section of the VPC+ model, where you make sure you are on the same page and understand the issues the buyer is dealing with.
- Part of the VPC+ presenting model where you present the benefits you can bring to the table related to this issue.
- Part of the VPC+ presenting model where you start by isolating and verifying the issue with the buyer. Get both you and the buyer on the same page.
- Part of the VPC+ presenting model where you verify the issue, present the solution, and close the issue.
- Part of the VPC+ presenting model where you "say it".
- Part of the VPC+ presenting model where you sell the buyer on the big picture and create a theme or vision for the buyer.
- Part of the VPC+ presenting model where you offer your SPECIFIC recommendation with the top three benefits this solution brings.
- Part of the VPC+ presenting model where you "tell them what you're going to say."
- The VPC+ presenting model stands for:
- Foundations of Successful Selling
- Foundation of Successful Selling: often defined as the trade-off between costs and benefits. When this equation tilts towards the benefit side, we have a strong value.
- Foundation of Successful Selling: When we can build a mutually beneficial relationship with our customers, we can benefit in many ways.
- Foundation for Successful Selling: The idea that a successful salesperson will need to alter their selling behaviors to best match-up with the underlying situation and the people involved in a selling interaction.
- 3 P's of Selling: Salesperson is constantly using their intellect, their learning, and their experience to guide their actions.
- 3 P's of Selling: Not winging it. Salespeople have a serious commitment to this.
- 3 P's of Selling: Consistently dedicating energy and resources to achieving a goal until that goal is achieved.
- Type of selling that is relationship focused and uses the relationship manager perspective, which uses listening to uncover needs to create long-term relationships.