chpt14
Layman’s Terms
simple language that can be understood by the average person.
Boomerang
hurling a buyer's objection back as a reason for buying
Closing the sale
obtaining positive agreement from the customer to buy
Objections
the reasons why your prospects can't or won't buy your product or service.
Superior-point method
a technique that permits the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits.
Buying signal
things a customer does or says to indicate a readiness to buy
Excuses
a protest designed to get out of the sales conversation with a bit of grace.
Third-party method
a marketing strategy employed by public relations (PR) firms, that involves placing a premeditated message in the "mouth of the media."
Trial close
initial effort to close the sale
Objection Analysis Sheet
A document that lists common objections and possible responses to them.
Direct close
method in which you ask for the sale
Which close
encourages a customer to make a decision between two items
Substitution Method
the algebraic method to solve simultaneous linear equations.
Service close
special services will overcome the obstacle or problem to close the sale
Standing-room-only close
used when a product is in short supply or when the price will be going up in the near future
Suggestion close
selling additional goods or services to the customer