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this should be avoided
can be done by
Salesperson should be a change agent
Enhance personal relationships
Develop internal champions in customer firms
Monitor competitors
Avoid complacency

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A more detailed testing period
Be present at buying times
Opportunities to generate reorders, do full-line
selling, upselling, and cross selling
Service is key
Provide expert knowledge
Provide special assistance
Manage quality of the experience

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An initial test
Manage expectations
Monitor order processing
Ensure initial satisfaction
Handle complaints

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This stage covers the first 1-6 stages of the sales cycle in which the salesperson pursues the prospect to close a deal.

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Awareness
Exploration
Expansion
Commitment
Dissolution
Involves testing and consistent performance at each stage

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The Economic Buyer
The User Buyer
The Technical Buyer
The Coach

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types of distributive bargaining

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physical characteristic
performance characteristic
a result of features & advantages

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phone-based conversations to attempt to sell goods to a targeted person
includes features benefits Proof of Value Leverage Expertise and Call to Action

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Active listening
Communication skills
Adaptability
charisma
Negotiation skill

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it is sales technique that involves one-on-one communication between a salesperson and a potential customer, with the goal of persuading them to purchase a product or service.

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Clear USP can increase credibility, build customer loyalty and increase sales
Competitive advantage of a USP can make the difference in convincing a potential customer to choose your product or service over competitors.

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Helps build trust and rapport with the customer

Active listening helps salespeople better understand customer needs and pain points, allowing them to tailor their pitch and build rapport

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A unique feature or benefit of a product or service that sets it apart from competitor

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Technique of giving full attention to the speaker, and understanding their message