Which of the following is something that you as the salesperson must ask for permission to do before doing it?

Lennie has been going on sales calls for quite sometime. but he always gets a little confused about how to lead the conversation away form rapport-building and into real business. What cues should Lennie listen for?

Probing is also called which of the following

You should formally introduce yourself on a second call.

Joe begins his sales call by asking his customer about his family. What are your weekend plans? After talking about their plans, Joe asks, So how is business for you this year? What opening approach is Joe using?

Sam Cramston sells specialty uniforms to laboratories and medical facilities. For years he has not been successful selling to Valley General Hospital. Valley General is a big account, potentially three times larger than any other account in Sam’s territory. Because of this history, Sam would consider the likelihood of success with Valley General to be very low. However, because of their size potential, Sam should prioritize them as an “A” account.

The most critical step is the beginning of the call, the term that describes the first moments through the transition to discussion of the customer’s business is known as…

Introducing yourself and initiating the conversation is called the _______.

Ursala is looking for prospective new customers. She is typically very good at this part of her job. If she has just finished confirming her sales goals, what should her next step be?

Jeff, “I am wondering who else you know that my products and services would fit well?” This statement is an example of what to ask to find a ________ that will help you identify accounts that might be a good fit for your products and services.