Sales Analysis Task: Tips for Effective Sales Conversations

Building Rapport and Smoothly Transitions to the Needs Analysis

Task:

a.Build rapport and smoothly transitions to the needs analysis
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three examples of what the salesperson could have done)

a.Determined relevant facts about the company and/or buyer
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three questions that the salesperson could have asked that demonstrates your understanding of asking these types of questions)

b.Gained a basic understanding of the prospect’s problems and/or challenges

i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three questions that the salesperson could have asked that demonstrates your understanding of asking these types of questions)

c.Asked effective questions that brought to the buyer’s attention what happens to the company or the buyer when the problems continue or if the issue is resolved (helped the buyer see the value of the solution) 

i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three questions that the salesperson could have asked that demonstrates your understanding of asking these types of questions)

a.Demonstrated product knowledge by convincingly connecting the buyer’s needs to the product features
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three examples of what the salesperson could have said or done)
b.Throughout the presentation focused on the benefits derived from the solution and the value resolving the uncovered issues versus presenting mostly or only features
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three examples of what the salesperson could have said or done)
c.Used appropriate professional visual aids (testimonials, 3rd party evaluations, charts, etc.)
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve? (Provide three examples of what the salesperson could have said, done, or used)

a.Effectively answered the objection
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve (Specifically state how the salesperson could have handled the objection and what he could have said. Remember to demonstrate that you understand the process of overcoming objections.)?

a.Effective verbal speaking skills (appropriate grammar and English, minimum “ums”, “you know”, and minimized language without explanation (“great”, “awesome”, “cool”)
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve?
b.Effective listening skills (active listening: restated, rephrased, clarified, probed for better understanding, etc.)
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve?
c.Appropriate non-verbal communication (gestures, posture, dress)
i.What did the salesperson do/say well? Why? (List all actions that apply)
ii.What did the salesperson do/say poorly? (List all actions that apply)
iii.How can the salesperson specifically improve?