Securing Commitment
Dealing with Rejection
Effective Methods
Buyer Comments
100
Asking for the buyers business
What is closing
100
A buyer may feel, _____ ______ after purchasing a product. A successful salesmen will reassure customers of their decision.
What is buyer's remorse
100
In this method, the buyer makes a lists of pros and cons for the product or service.
What is Balance Sheet Method
100
_____ ______ are questions regarding the prospect's readiness to buy.
What are trial closes
200
Getting the sale should be due to the _____ created not the technique used
What is value
200
A salesperson does this after achieving commitment.
What is Follow-Up
200
There should never be a need for _________ when obtaining commitment.
What is Manipulation
200
_____ are conditions that have to be satisfied before a purchase can take place.
What are Requirements
300
"Buyers want to buy not be ______"
What is sold
300
A salesperson should ______ take a situation personally.
What is NEVER
300
The salesperson reminds the prospect of the agreed upon benefits of the proposal in this method.
What is Benefit Summary
300
Buying signals are also called ____ ______
What are closing cues
M
e
n
u