A-C


account management

The selling strategy that focuses on creating sales from your existing positive customers.

active listening

Ability to acknowledge receipt and understanding of customers' comments.

active questioning

Ability to ask for specifics concerning customers' goals, measurable benefits, filters, and systems of evaluation.

advocate

The individual whose goals your products help achieve the most in an organization. This person's opinion carries the most credence with final decision makers.

advocating

Salespeople who do not listen for customers' comments concerning goals, benefits, filters, and systems of evaluation. Instead, they constantly think about how to force product discussions into their sales calls.

alternatives

One of the five influencer filters. Besides any products you recommend, it also encompasses the other options or competitive offerings that customers are considering to achieve their goals.

analogies

Explaining method used to simplify technical details to customers by paralleling them to everyday occurrences.

anticipating

The ability to listen for clues as to where speakers are heading concerning goals, filters, measurable benefits, and systems of evaluation. You use those clues to formulate your follow-up questions.

assuming

Guessing where speakers' comments are heading based on personal prejudices, emotions, and experiences.

attainment measurement

This is the most important of the four prerequisite filters. It combines decision makers' prerequisites of dates and funding with their systems of evaluation and measurable benefits to set the conditions for determining if they achieve their goals.

average order size

One of the five variables of the productivity equation. It is the dollar value of your average order. You calculate its value by dividing your dollars sold by the number of orders sold.

benchmarks

The second step of MP 3: Cement Solution. In this step, you select and connect the features of your products to the measurable benefits of the customers' goals.

beneficiaries

The individuals in an organization who benefit the most from the goals your solutions achieve.

benefits

The value customers derive from the features of products or services achieving their goals.

bid system

Sale opportunities where customers view products as commodities. They invite competitors to bid on purchasing specifications. The lowest price or fastest deliveries in Column 1 usually wins the sale.

brinkmanship selling

Selling mode you use with new prospects to quickly qualify or disqualify them as potential sales opportunities.

budget, decision, start, and complete Dates

One of the four prerequisite filters. These deadlines determine when customers must achieve their goals and sense of urgency.

business question

Question that seeks answers about goals, filters, benefits, and systems of evaluation. Other questions serve limited business value.

Clevel

The level refers to executive suite of decision makers such as chief executive officer (CEO), chief financial officer (CFO), chief operating officer (COO), chief information officer (CIO).

call for action

A recommendation you make to customers to implement measurable activities (issuing purchase orders, arranging meetings, or conducting surveys) to prove a Measurable Phase Change occurred.

capital investment

Funding for a sale that occurs outside of customers' operating budgets. It usually requires multilevel approvals and special allocations.

clarifying

Questioning process by which you seek to gather details about customers' goals, measurable benefits, filters, and systems of evaluation.

clearer

The second tier of a customer's response pattern that provides more details to the salesperson, usually in response to a clarifying question.

closure rate

One of the five variables of the productivity equation. The percentage of orders you obtain as compared with the number of proposals or quotes you make. Divide the number of orders by the number of proposals to calculate your percentage.

Column 1

The first of two columns that customers use to weigh out their purchasing decisions. Both of these columns have items with actual or perceived dollar figures assigned to them. Customers then add up the items and use the totals of the two columns to decide whether they will buy something and from whom. Column 1 contains four items that customers—on their own—assign dollar values to: (1) purchase prices, (2) delivery dates, (3) personal relationships, and (4) the costs of changing to new suppliers or products and services.

Column 2

The second of the two columns customers use to weigh out their purchasing decisions. It encompasses the measurable benefits in dollars that customers receive from achieving their goals. Salespeople must make sure this column gets filled out to outweigh the perceived dollar value of Column 1.

commodity

Products that customers consider the same except for price and delivery differences. Lowest price or fastest delivery wins the sale.

compensated value

The ability to provide more measurable benefits than competitors and receive your expected profit margins for doing so.

competitor's product profile

Sales tool that evaluates the unique strengths of competitive offerings.

conditional commitment

Customers' acknowledgment they want to achieve their goals within their attainment measurements. It is not a trial close; you do not ask for a commitment to a specific product.

conditions met

The sixth step of MP 3: Cement Solution. Salespeople demonstrate how features connect to customers' measurable benefits.

connect the dots

The fifth step of MP 3: Cement Solution. You explain how the features of your products achieve the customers' measurable benefits and conditional commitments.

connecting value sheet

The sales tool you use to select the features that connect to the measurable benefits of the customers' goals.

contact level

Decision-making level at which you make initial contact with customers.

costs of doing nothing

The system of evaluation that helps customers assign a cost on a per day basis for not pursuing specific goals.

countercyclical

The economic condition where the market segment goes in the opposite direction to the general economy. If the economy is booming, the market segment slows down. If the economy slows down, the market segments grow.

courtship selling

Selling mode you use with new customers to find out whether they will become long-term customers or occasional ones.

create-and-wait

Strategy you use when customers express satisfaction with their existing suppliers. It focuses on communicating to customers' over a period of one year or less how your strengths connect to their goals.

current situation

One of the five influencer filters. It involves what customers currently do to achieve their goals.

customer

Anyone with goals that your products or services fulfill within their conditional commitment.

customer expert

Knowing customers' goals, measurable benefits, and systems of evaluation used in their industry. Salespeople who build products from customers' goals down, not from their features up.

customer goal categories

Broad grouping of objectives that an organization goals fall within.

customer-generated proposals

Motivated customers seek proposals to find out how your solutions achieve their goals.

customer-oriented

Sales approach that focuses first on customers' goals, measurable benefits, filters, and systems of evaluation, not products.

cyclical

The economic condition where the market segment follows the general economy. If the economy is booming, so is the market segment. If the economy slows down, so does the market segment.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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