Adjustment
Alternative-choice close
What is give the prospect a choice between two alternatives
Continuous-yes close
What is a kind of close whereby the salesperson develops a series of benefit questions that the prospect must answer
When you make a sale for the first time, you change the person or organization from a
What is prospect to customer
In sales you should have an attitude of
What is gratitude
Negotiation close
What is a close which a buyer and seller find ways for everyone to have a fair deal
Assumptive close
What is a type of close that assumes the prospect will buy
Direct close
What is an explicit type of closing wherein the salesperson asks the customer for a decision in a straight-forward,candid manner
The goal of follow-up and service stage
What is describe the action steps you will immediately accomplish as well as any action steps the buyer has agreed upon
A professional seller should be able to close a minimum of how many times
What is 3 to 5 times
Probability or rating close
What is a close that permits the prospect to focus on his or her real objections, which a salesperson attempts to reverse with a persuasive argument
Buying signal
What is anything that prospect say or do indicating they are ready to buy
Exit technique
What is a technique used by professional salespeople to keep the door open for future interactions with the prospect, in the event of not being granted the sales
Don't do this if you do not make a sell
What is take it personally
How many keys are there to a successful closing
What is 12
Question close
What is a type of close wherein the salesperson asks question to generate a decision point
Closing
What is the process of helping people make a decision that will benefit them by asking them to buy
Minor-points close
What is a close in which the salesperson asks the prospect to make a low-risk decision on a minor element of a product
Tells instead of sell; doesn't ask enough question
What is a common mistake that have prevented a successful sales call
Visual aids close
What is integrating visuals,such as documents, slides, and sales sheets as a way to visually convey or reinforce a point
T-account close
What is a close that is based on the process that people use when they make a decision by weighing the pros againnst the cons
Compliment close
What is a close wherein the salesperson ends with a compliment to the prospect
Technology close
What is a close in which the seller uses technology to present information
When requiring commitment when closing use these two steps
What are benefit summary and action plan
Summary-of-benefits close
What is a close wherein the salespersons summarizes the benefits of the product in a positive manner so that the prospect agrees with what the salesperson says
Standing-room-only close
What is a close whereby a salesperson suggests that if a prospect does not act now he or she may not be able to buy in the future, thus motivating the prospect to act immediatlely