Green Sheet

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Green Sheet - Version 6.0 New Features
  1. The SSO field labels can now be customized in the Admin module.  The fields that can now be customized are the Sales Revenue / Other Units and Product / Service fields. Fig. 18, SSO Field ...
Green Sheet Overview
Conceptual Selling® customer-Focused Interactions Meeting Plan The Green Sheet is an electronic version of the Conceptual Selling® Customer-Focused Interactions Meeting Plan you learned how to use in Conceptual Selling®. The Green...
Toolbar Navigation- Green Sheet
The toolbar in the top right of the screen allows you to access many features of the sheet. Fig. 20, Toolbar Navigation Launch elearning:   When you click on this icon, a panel will open to p...
Icons and their Functions- Green Sheet
Flag Mode: Clicking this icon activates Flag Mode.  This allows you to identify strengths or red flags in each section of the sheet. Sort icon: Click to sort the rows. First click sorts by ascending ...
Company Attendees
Company Attendees Company Attendees are individuals within your organization that will be attending the sales call, whether over the phone or in person.   Click the "Add" icon to add a new attendee, or...
Single Sales Objective
Single Sales Objective The Single Sales Objective or SSO, is the specific revenue objective or piece of potential business that you anticipate you will secure by calling on this person.  The achievement of t...
Getting Started and Buying Influences
Getting Started and Buying Influences The Getting Started section includes your Buying Influences, the Valid Business Reason, and the Credibility information.   Fig. 23, Getting Started S...
Giving Information
Giving Information Giving information is supposed to be what salespeople do best.  The difficulty is that the information you have about your product and the information you consider important, may or may not be the i...
Getting Information
Getting Information Why are good questions important? Effective selling is the art of establishing dialogue.  In the vast majority of cases, sales success begins with the ability to ask good questions and then listen to th...
Getting Commitment
Getting Commitment Every time you go out on a sales call, whether a physical meeting or a phone call, by definition you have committed your own and your company's time and resources to a possible buy/sell relationship....
Debrief Notes
Debrief Notes The Debrief Notes provides a user the ability to evaluate the information gathered in the call upon completion in one easy form.   It should be used as a guide for any Red Flags that appeared during the call. Each ...