MAR-3400 EXAM 2 VIOSCA QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
Two key concepts in sales
Planning : understand where you are in the customer buying cycle
Preparation: understand who you're meeting with
misalignment
one of the biggest issues between buying and selling cycles
meetings to close a sale
average of 3-5 meetings
Decision Making Process
who, what when
-players
-timeline
-decision criteria
identify the influential players
Linkedin
Meeting Planning
-your job to take control
-meeting objective
-don't waste prospect times
-state objective at the beginning
, Most important part of your preparation
-being ready to talk about your prospects business issues
-how can you help
questions to uncover missing pieces of info
-buying process?
-budget?
Red lights
-competitors
-cut budgets
Green light
-desired outcome
-proceeding to the next step
-meeting with decision maker
Yellow light
-stalling
-challenge prospect to get to red or green light
Specific
-outcomes of the meeting,
-customer agrees to meet again, supply info, start a trial, move forward
-what kind of purchase
Measurable
-CANT measure confidence, trust, relationship
-customer actions, did they do it yes or no
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
Two key concepts in sales
Planning : understand where you are in the customer buying cycle
Preparation: understand who you're meeting with
misalignment
one of the biggest issues between buying and selling cycles
meetings to close a sale
average of 3-5 meetings
Decision Making Process
who, what when
-players
-timeline
-decision criteria
identify the influential players
Meeting Planning
-your job to take control
-meeting objective
-don't waste prospect times
-state objective at the beginning
, Most important part of your preparation
-being ready to talk about your prospects business issues
-how can you help
questions to uncover missing pieces of info
-buying process?
-budget?
Red lights
-competitors
-cut budgets
Green light
-desired outcome
-proceeding to the next step
-meeting with decision maker
Yellow light
-stalling
-challenge prospect to get to red or green light
Specific
-outcomes of the meeting,
-customer agrees to meet again, supply info, start a trial, move forward
-what kind of purchase
Measurable
-CANT measure confidence, trust, relationship
-customer actions, did they do it yes or no
