Sample Suggestions & Feedback

How Do I Determine How, When and Where to Give a Suggestion?

It is not uncommon for a tester to have challenges in writing suggestions and in determining when a suggestion should be given. The following are tips to keep in mind:

1. Couch the recommendations in soft wording and positive phrasing. If the manager feels attacked or defensive, they are less likely to absorb what is being said. 2. Look at the ratings in the questions on the page of the report you are working on. Any questions rated “No” or “Average” or “Poor” are ideal questions to give recommendations on. 3. You don’t have to give a suggestion for every question rated “No” or “Average”. Areas that we definitely do try to address in either positives or training suggestions include:

Uncovering Buy Factors

Using Benefit Statements

Closing the sale

Selling to Buy Factors

Uncovering the Competition

Selling Against the Competition

Being proactive in Presenting

Identifying Purpose of event or travel

Following up timely

Ways to Begin a Suggestion:

You want to vary how you structure your suggestions . The following are some examples of positive phrasing:

We suggest …

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The manager might want to …

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We recommend ...

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 If the manager (...the suggestion) then the manager will be able to (the benefit of doing the suggested skill)

 In order to further enhance how the (skill) was handled...

 In order to strengthen th e (part of the selling process) phase of the call, the manager might want to…

It is helpful to …

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 In the future it would be beneficial for the manager to…

The following pages list the different questions and provide sample ways to give feedback if Rated No

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