MAR 3400 EXAM QUESTIONS AND ANSWERS WITH COMPLETE SOLUTIONS VERIFIED LATEST UPDATE

MAR 3400 EXAM QUESTIONS AND ANSWERS WITH

COMPLETE SOLUTIONS VERIFIED LATEST UPDATE


Misalignment

The salesperson is not at the same point in the selling process as the customer

How many meetings to get a business sale done

3-5

most important part of a meeting

be ready to talk about your prospect's issues

meeting planning

-your job to take control

-meeting objective

-don't waste prospects time

-state objective at the beginning

Red Lights

-cut budgets

-competitors products

Green lights

-proceed to next step

-meeting with the decision maker

Yellow lights

, -stalling

-challenge prospect to get to a red or green light

SMART selling

-specific

-measurable

-achievable

-realistic

-time based

SMART selling must haves

-customer commitment and a time frame

Meeting approach

-professional introduction

-build rapport

-engage prospect

-set agenda and transition

Developing rapport

-questions to get customer talking

-close harmonious relationship founded on mutual trust

Primary objectives

what you expect to achieve

Optimistic objective

the best possible outcome, shoot for more

Minimum objective