15079181
Description
Flashcards by AdminSupport OneSource, updated more than 1 year ago
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Created by AdminSupport OneSource
almost 6 years ago
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| Question | Answer |
| Pick a product and come up with three questions to learn about the Who. Remember: After you know who will be using the product, you can ask probing questions to learn more. | Gaining trust is important in the sales process. Do the questions the you ask help to build a relationship and trust? |
| Pick a product and come up with three questions to learn about the What. Remember: After you know what Smart Home products the customer already owns, you can ask probing questions to learn more. | The What focuses on products the customer/future recipient already owns. Did you uncover this with your questions? Did you ask any follow-ups to dig deeper? Watch your trainer use probing questions that uncover more, important information. |
| Pick a product and come up with three questions to learn about the How. Remember: After you know how the product will be used, you can ask probing questions to learn more. | The How is all about the lifestyle of the customer. How will they use the product and how do they currently use other Smart Home products? Practice follow-up probing questions to learn more and assist in showing the best solution to the customer. |
| Benefit statements help the customer make the decision to buy. Customers who are uncertain of a product's features and usability will not purchase. Write a benefit statement that helps build a customer's confidence in a specific product. | Does the benefit statement work? If not, edit and try again. Remember to focus on moving from uncertainty to confidence from a customer perspective. |
| Benefit statements help the customer make the decision to buy. Customers who feel they don't need the product need to be convinced that they must have it. Write an exciting and convincing benefit statement for a specific product. | Does the benefit statement work? If not, edit and try again. Work with your trainer to build excitement in the chosen product. Remember to focus on moving from "Don't Need" to "Must Have". |
| Benefit statements help the customer make the decision to buy. Customers that see the cost as prohibitive or not worth it must see the value (time savings, money savings, convenience, etc.) Write a benefit statement that exhibits true product value to the customer. | Does the benefit statement address savings of time or money. Does it touch on convenience? Work with your trainer to think about some of the most common objections and then re-address them with a benefit statement. |
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