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Exam 2 - MAR 3407
Terms in this set (82)
The real goal in creating a personal brand is to monetize your personal brand. What is the only way you can do this?
by providing a signature offer
Why is it important to decide on a single signature traffic builder?
It keeps you focused on providing consistent and high-quality messaging.
It is paramount that your website contains links to _____.
all other social channels
Which outlet is a good example of a signature traffic builder?
a weekly live chat
If you want to separate yourself from other LinkedIn members, and posting videos is not an option for you, what should you do?
Strive to provide key industry insights.
Which mistake is often made when live streaming videos?
presenting the video without a preceding call to action
While build your personal brand on social media, what strategy will help you avoid sabotaging your efforts?
Refrain from posting unless you have something fresh to say.
How can you best exploit live streaming?
If most potential customers look at their social media daily, why should you use a personal brand content calendar?
It lets you have a plan in place to post seasonal or holiday content.
How should you utilize content marketing when you are going to market with your personal brand?
by creating and distributing valuable content to a narrowly defined audience
What is your ultimate goal when sharing the story of a conflict you have experienced?
Tie your experience to the pain points of your audience, and revealing how you can be the solution.
Why is conflict important for storytelling?
Conflict creates the tension that fosters continuing interest.
As you are creating your personal brand, you should ask yourself four questions. To truly establish a meaningful foundation for your personal brand, which question should you ask yourself first?
What am I passionate about?
Which strategy holds the key to the effectiveness of personal branding?
storytelling and connection
Why do savvy business executives, especially in big corporations, want employees to develop their personal brands?
Recommendations from a peer are more likely to be trusted than recommendations from a large, faceless corporation.
Which of the following is the best example of how you might promote an achievement in an elevator pitch?
"We have many clients that have saved up to 40% in electricity costs using our Green technology."
Tom has all five steps incorporated into his elevator pitch. What is the next action he should take?
Tom should practice presenting his elevator pitch.
Emma is preparing an elevator pitch for a product she owns. What is the first step she would take when she delivers her elevator pitch?
Engage someone with a relatable question.
The purpose of an elevator pitch is to _____.
make people want to engage in further conversation with you
Sandy has an online specialty clothing shop for tall men. When he creates his elevator pitch, what step will help Sandy differentiate his business from the competition?
The third step - communicating the value of his product.
Which statement is true?
Persuasive selling is about creating win-win situations.
A good salesperson can help people save _____.
time, effort, money
Which word, when used with a request, can help you hear yes more often?
Which step in the sales cycle is primarily to determine if there is a fit for your company and a prospect?
Which step in the sales cycle initiates new clients?
Which psychological principle says people naturally feel like they should give after you've given first?
At a minimum you should devote how much time to prospecting?
Which psychological concept is NOT as important when prospecting?
Which should be considered when it comes to first impressions?
handshake, promptness, dress
During the initial meeting you primarily want to establish rapport and expertise.
Which of the following would NOT be a good idea before meeting the prospective customer?
Throw a party for the prospective customer.
Which statement about first impressions is incorrect?
A bad first impression can easily be overcome.
When qualifying a prospect, what should NOT be a consideration?
if you can get leads from them
What should your qualifying questions accomplish?
They should help you determine what sets you apart and uncover needs.
When presenting you should focus on _____.
consistency, because when you tie your proposal to what they need, it's easier for them to say yes
Why is scarcity important during a presentation?
People are more motivated to say yes when they fear they'll lose something vs gaining the same thing,
if people are they're missing something currently that you offer, they'll want your product or service more,
if people see you offer something others don't, they'll be more likely to say yes.
When options are part of your presentation, what is the ideal number to offer?
Which of the following is incorrect?
It's best to start with the less expensive option because you can always upsell.
Which is NOT true?
Objections only come up because the prospect doesn't want to do business with you.
Consensus encourages you to embrace objections, because others have likely raised the same questions.
When dealing with objections, which statement is true?
Anticipate known objections and address them before the prospect brings them up.
When dealing with objections, what should you NOT do?
Don't worry about objections, just focus on your presentation.
The perception of value is about what you offer that's different.
V = WIG / P stands for _____.
Value = What I Get / Price
Getting to the personal side of selling _____.
can increase your odds of reaching an agreement
In one study, MBA students who got to the personal side of selling _____.
failed to negotiate deals 6% of the time
When it comes to making an offer, remember to _____.
shoot for the sun, moon, and stars
What is the core psychological basis for bartering?
What does the up-front-close depend on?
the questions you asked early on
When does closing start?
The moment you meet someone, shake their hand and look them in the eye.
If you ask for an introduction by way of letter or email, it's a good idea to write it yourself and give it to your customer.
If you want quality referrals, what should you do?
Ask for referrals as a future favor.
Why should you avoid asking for referrals right after the sale?
The customer isn't mentally prepared and it comes across like a typical salesperson.
Why is it better to ask for referrals as a future favor?
Most people don't want to be pressured right at the close of a sale.
people are usually willing to put off to the future what they don't want to do now.
It's a chance for the the customers to experience your product or service, and a happy customer will give better referrals.
Which principles help close the sale?
consistency and scarcity
Closing the sale can be hard because people fear rejection.
Which principles help overcome objections?
consensus and authority
Objections typically come about because someone doesn't see enough _____ in what you're offering or they don't fully believe your claims.
Which principles help build rapport?
liking and reciprocity
Rapport is feeling in synch with another person.
Why is persuasion important in sales?
"Selling is the process of persuading a person that your product or service is worth more to him or her than the price you're asking."
What is persuasion ultimately about?
changing people's behavior
What occupation probably would not be good for a logical?
A famous logical personality would be .....
Bill Gates .
Which would not describe an amiable person?
Amiable people are not out to control people or situations?
All of these words describe expressives except _____.
Each of these occupations are highly associated with expressives except
All of these are drivers except
Albert Einstein .
Drivers are people persons.
Something to consider when dealing with different personalities is their orientation to relationships vs. tasks.
What does DEAL stand for?
driver, expressive, amiable, logical
Logical people will respond to facts and figures rationally laid out.
Each of these principles would be most effective with logicals except _____.
Lead with reciprocity with amiables because they are relationship people.
Each of these principles would be most effective with amiables except
Trying to connect with an expressive is a waste of time.
Each of these principles would be most effective with expressives except
Drivers like to spend time getting to know you.
Each of these principles would be most effective with drivers except
A good sales pitch will work with anyone.
Which personality is most focused on tasks and control?
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Тема 4.2 Государство его функции.