Salespodder (Page 370)

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Q: Sales Phraseology

Qualification Call Determining whether or not the name in front of you is worthy of further attention. Qualify Out Winner salesreps constantly think of removing people from their Forecasts, rather than clinging on to them in vain hope. To Qualify Out is to make your excuses and leave the bid

R: Sales Patter

Rank Selling See Level Selling. Rapport To ‘talk the same language’ as your potential prospect. Identify common ground. You need to Establish Rapport as early as possible. Rate Of Return An accounting term that refers to the percentage of extra money that will come to the potential customer’s coffers.

S: Sales Speech

Sales Cycle The procedures and steps you have taken and will take on a particular deal. Include such as Initial Meeting, Board Presentation and so on. Sand-Bagging Not always advisable, it is the practice whereby salesreps give themselves a little protection for the next sales period by holding back with

T: Selling Talk

Tag-On Close These are the little words at the end of a sentence that encourage a natural ‘yes’ response, aren’t they? Target A salesrep’s total amount of business they must bring in. Telesales Picking up the phone and looking for business. The majority of salesreps start off here.

U: Selling Tongue

Up-Sell The practise of proposing more of the same product when a customer asks for it. Typically used in the form of an additional enticement, such as a purchase economy of scale in the shape of a bulk-buying discount – “take an extra one and I’ll give you ten percent

V: Selling Vocabulary

Value Selling Shift emphasis of your pitch from what the offering actually does, to the monetary amount it will actually produce for the eventual customer. Virtual Territory In vogue ever since Virtual Reality technology became less exciting than the Internet, it is where you calculate the value of a territory

W: Sales Vernacular

Wallowing Many different applications, typically where a point comes up, and rather than resolve any issue straight away, you linger on why it is important or what is bad about it. The beginnings of Empathy here. War Story Ever heard someone tell you in ten minutes a vaguely witty conversation

XYZ: Sales Vocab

Xs Technically Exes? Expenses. YoY Year-on-Year. Typically a measure of growth where this year’s sales are expected to go beyond the last. Zero Nothing, nada, a bath. Zero sales to record. To be avoided.

Rehearse

A short and simple message for the year’s end. But one with clout. Someone once asked me for my ultimate top tip when it comes to presenting. As they were in Marketing (wanting to craft a presentation aimed at getting a foot in the door at large organisations) I

101st Metre B of Bang

I was reminded recently of how successful teams develop a language of their own. At times, deliberately impenetrable by outsiders, it provides terrific insight into what makes them tick. As athletic track champions, Linford Christie and Colin Jackson devoured the globe. As they giggled like schoolboys recounting their Olympic and