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A sales representative is fulfilling an order using the step-by-step instructions for that specific customer
What are these instructions known as?
A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment.
At which stage are they in the sales process?
The stage in the sales process where a sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment is typically known as the 'Confirm' stage. During this phase, the sales rep seeks to ensure that the proposal meets the prospect's needs and expectations, and that there is a mutual understanding of the value the solution offers. This step is crucial for moving towards closing the sale, as it involves resolving any outstanding questions or concerns and solidifying the prospect's commitment to proceeding. Salesforce outlines various stages in the sales process, and the confirmation stage is critical for validating that both parties are aligned before finalizing the deal.
A sales representative is having challenges getting access to the decision maker to close a deal.
How can the sales rep convince their contact to make an introduction to the decision maker?
Sharing a customer success story is a powerful way to convince a contact to make an introduction to the decision maker, as it demonstrates the value and credibility of the sales rep's solution. A customer success story should include the following elements: the customer's challenge, the solution they implemented, and the results they achieved. The sales rep should also tailor the story to match the contact's industry, role, and pain points, and highlight how the solution can help them achieve their goals. By sharing a customer success story, the sales rep can create a sense of urgency and curiosity in the contact, and motivate them to introduce the sales rep to the decision maker who can benefit from the solution as well.Reference:
Cert Prep: Salesforce Certified Sales Representative, unit ''Close Deals with Value''.
How does a sales representative determine if a customer might be a valid prospect for the product?
A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?
The discovery phase of the sales process is where the sales representative uncovers the customer's pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address any gaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer's perspective, damage the trust, or create more resistance.Reference:
Cert Prep: Salesforce Certified Sales Representative, unit ''Value Selling''
[Sales Rep Training], unit ''Sell with Value''
Salesforce Certified Sales Representative Exam Guide, section ''Value Selling''
