BBSO Competitors are evaluated by the following criteria:
| 5% |
Approach (Effectively gains attention and builds rapport) |
|---|---|
| Score: 0-10 |
• Professional introduction • Gains prospect's attention • Effectively builds rapport • Smooth transition into needs identification |
| 25% |
Needs Identification (Obtains clear understanding of customer's situation to prepare a customized presentation) |
| Score: 0-10 |
• Uncovered decision process (decision criteria, people involved in decision process) • Effectively determined relevant facts about company and/or buyer • Effectively uncovered needs of the buyer (discovered current problems, goals, etc.) • Asked effective questions that brought to the buyers' attention what happens to company/buyer when problems continue (helped convert implied needs to explicit needs) • Gained pre-commitment to consider the product/service and smooth transition to presentation |
| 25% |
Product/Service Presentation (Persuasively match your product's benefits to meet needs of the buyer) |
| Score: 0-10 |
• Presented benefits-based upon needs of buyer instead of only features
• Logical, convincing presentation (displays a strategy to communicate and persuade; clearly understands needs "hot buttons" of prospect and concentrates on those needs) • Used appropriate/professional visual aids • Effectively demonstrated product/service • Effectively involved the buyer in the demonstration • Effective use of trial closes (follow-up questions to determine where buyer is in decision process) |
| 15% |
Overcoming Objections (Eliminate concerns or questions to customer's satisfaction) |
| Score: 0-10 |
• Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection) • Effectively answers the objection • Confirms that the objection is no longer a concern of the buyer |
| 10% |
Close (Take initiative to understand where you stand with buyer now and for the future) |
| Score: 0-10 |
• Persuasive in presenting a reason to buy • Asked for business or appropriate commitment from buyer, given nature of this sales call |
| 15% | Communication Skills |
| Score: 0-10 |
• Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding) • Appropriate non-verbal communication • Verbiage (clear, concise, professional) |
| 5% | Overall Impression |
| Score: 0-10 |
• Enthusiasm and confidence • Product knowledge |
