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Meena and Kelsey both go on sales calls to different companies. When Meena arrives she is thrilled to greet the customer, she introduces herself, and begins to talk about all the things she can do for them. Kelsey introduces herself, asks the customer about the company and then explains her most useful products. At the end of the day, on Kelsey has a new customer. What should Meena do differently?

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.

Explain in detail the Prospect Priority Index and how it helps refine prospecting efforts.

Prospect Priority Index (PPI) is a tool used to determining which prospects and/or current customers may be most important to your business.

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Customer satisfaction cannot be controlled by the salesperson.

Selling, customer service, and images on billboards are all examples of touchpoints.

In theory, Amy consistently satisfies each of her customers; she knows a lot about her customers’ needs and develops solutions for them at (what seems to her) fair prices. Why don’t her customers return very often?

The designer calls Marlene back immediately, empathizing with her, saying that she is sorry for the wait, and that she will fix her mistakes as soon as possible. What, if anything, did the designer do wrong?

What role does personalized value play in differentiating a salesperson’s offerings?