Sales - Measures of Success Recap + new Script

• Handel
• MBO
• Studiejaar 1

What is a prospect?

1. Lead with no interest
2. Supplier providing products
3. Potential customer showing interest
4. Existing customer making a purchase

                          Recap + Script

                                                              Sales

Which answer is not true:
KPI's are:

1. to measure your progress.
2. to be help you improve your work.
3. to help you solve customer problems.
4. to monitor the status of your sales deals.

Match KPIs with their meaning

Customer 

Satisfaction

Sales Qualified Lead (SQL)

Response Time

Average deal size

The level of happiness of customers

The number of leads which are identified as good leads/ these leads are likely to make a purchase

The average value of a sales deal you closed

The time it takes to reply to a customer request

Why is forecasting important in sales?

1. It encourages competition among sales teams.
2. It indicates what businesses must deliver to customers.
3. It provides discounts to attract more customers.
4. It allows businesses to focus on product quality.

What is important
in a Sales meeting?
Anything you can think of..

What is the first thing you do/say when you meet your potential customer for a sales meeting?

What should you do before building rapport with a potential lead in a sales meeting?

1. Ignoring the lead's body language
2. Talking only about yourself
3. Pitching the product immediately
4. Researching the lead's background and interests

When pitching a product, what should you focus on?

1. Solving customer problems
2. Your personal achievements
3. Technical specifications
4. Competitor weaknesses

What is an important element to include in a product pitch?

1. Value proposition
2. Company history
3. Pricing details
4. Personal anecdotes

What is a question you could ask in a sales meeting to find out who the economic buyer is?

What question would you ask to identify the pain of the customer?

What could you say to close a sales meeting?

1. I'm not sure what to do next.
2. Let's discuss next steps and set follow-up actions.
3. I hope you will consider our proposal.
4. I think we should end the meeting now.

        Never ever leave 

the meeting without

 writing down 

follow up tasks..

What are you going to do for the potential customer! And when. 

What do you expect the potential customer to do? And by when.

Exercise

write your script and practice 

with your buddy. 

(in pairs) 

This is also your Homework for next week