ABCDEFGHIJKLMNOPQRSTUVWXYZ
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TikToker
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Account Name
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CriteriaNotesPoints AvailablePoints Given
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Introduction (Reason for Calling):
-Introduces self concisely
-Sets Agenda
-Positions self as industry expert, trusted business partner and solutions seller		15
6
Need Analysis:
Did they
-Identify the decision maker?
-Asks open-ended questions?
-Qualifies want, need, can afford, timing, listens to and understands customer goals / process / pain points?
-Establishes Self as Expert		30
7
Objection Handling:
-Identified objections
-Actively listens to objections: (ideally using the L. A. A. R. C. objection handling response (Listen to the objection, Acknowledge the Objection, Assess the Objection, Respond to the Objection and Confirm the Objection)
-Isolate Objection from the Solution
-Successfully reorients the conversation back towards solution		15
8
Value Proposition:
-Tied needs analysis to TikTok solution, accurate product knowledge, value-based discussion, checks for customer understanding of solution.		30
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Closing / Next Steps
-Mutual agreement on best solution for customer, closing technique used, calendared follow-up with decision maker		15
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Total100
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100