Elena Springer’s Reviews > Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers > Status Update
Elena Springer
is on page 28 of 255
Chapter 2 Notes
6 Bedrock Questions
1 - who are our customers?
2 - who are our competitors?
3 - why do customers want what we are selling?
4 - what would make them prefer to buy from us?
5 - why might they prefer to buy from our competitors?
6 - what added values does our salesperson have to offer to make a sale?
— Feb 11, 2024 10:43AM
6 Bedrock Questions
1 - who are our customers?
2 - who are our competitors?
3 - why do customers want what we are selling?
4 - what would make them prefer to buy from us?
5 - why might they prefer to buy from our competitors?
6 - what added values does our salesperson have to offer to make a sale?
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Elena’s Previous Updates
Elena Springer
is on page 61 of 255
Chapter 8 Notes:
- The Closer is ethical but also highly manipulative
- A Closer’s presentations often have a dramatic flair
- A Closer sells opportunity
— Feb 12, 2024 05:52PM
- The Closer is ethical but also highly manipulative
- A Closer’s presentations often have a dramatic flair
- A Closer sells opportunity
Elena Springer
is on page 54 of 255
Chapters 5 + 6 Notes:
- There is no such thing as a “universally good” salesperson
- Characteristics of The Closer: unique & innovative products, transactional sales (short-term sales), passionate about the product they are seeking, futuristic/forward-thinking mindset
— Feb 12, 2024 05:43PM
- There is no such thing as a “universally good” salesperson
- Characteristics of The Closer: unique & innovative products, transactional sales (short-term sales), passionate about the product they are seeking, futuristic/forward-thinking mindset
Elena Springer
is on page 39 of 255
Chapter 4 Notes:
- Different products/services require different sales strategies (there is no “one fits all” sales technique)
— Feb 11, 2024 10:54AM
- Different products/services require different sales strategies (there is no “one fits all” sales technique)
Elena Springer
is on page 35 of 255
Chapter 3 Notes:
- Have to show added value to persuade customers to make the change from the established method/product offered by competitors
— Feb 11, 2024 10:49AM
- Have to show added value to persuade customers to make the change from the established method/product offered by competitors
Elena Springer
is on page 21 of 255
Chapter 1 notes:
- Products/services, no matter how “great”, DO NOT sell themselves (strategic sales efforts are NECESSARY)
— Feb 05, 2024 11:09AM
- Products/services, no matter how “great”, DO NOT sell themselves (strategic sales efforts are NECESSARY)
Elena Springer
is on page 15 of 255
Intro notes:
- Date sorted based on the 2 most critical criteria relevant to customers:
1 : the complexity of the purchase decision (can you close within just a few contacts or does it demand an involved sales effort over and extended period of time)
2 : the experience & expertise of the customer (is the customer familiar with the product/service or do they need lots of assistance)
— Feb 05, 2024 10:35AM
- Date sorted based on the 2 most critical criteria relevant to customers:
1 : the complexity of the purchase decision (can you close within just a few contacts or does it demand an involved sales effort over and extended period of time)
2 : the experience & expertise of the customer (is the customer familiar with the product/service or do they need lots of assistance)
