Sale Process
What is the first and second step of the Sale Process?
1) introducing yourself 2) gain favorable attention
What is substitution method
offering a different product in place of another item
What is show and tell?
demonstrating the product
What is the steps to determining needs?
observing, listening and questioning
What is the first rule for suggestion selling?
welcoming with a hook - focus on the new product
What is the third step of the Sale Process?
establishing the need
What is the boomerang method
turning customer objections into reasons to purchase the item.
How should you select a product?
selecting a product based on customers needs
What is relationship marketing?
emphasizing customer satisfaction and future business
What is the second step of suggestion selling?
connect with your customer with personalized statements
What is the fourth process of the Sale Process?
demonstration of the product
What is the superior point method?
acknowledging the objection and offset the objection with other features and benefits
What is sales aids?
The actual product used when wanting to emphasize selling points
What is the two types of customer buying motives?
profit and comfort
What is the third step of suggestion selling?
re-approach the customer with product knowledge statements
What is the fifth step of the sale process?
closing the sale
What is denial method?
when the customers objection is off of misinformation
What is Laymans terms?
terms used for an average customers
What is standing room only close?
When a product is in short supply so the product will increase in price
What is suggestion selling?
suggesting related products to the customer
What is the last step of the sale process?
closing up on the sale
What is third party method?
using another customer to give a testimony about the product
What is Features and Benefits?
points you use to sell a product
What is suggestion selling?
selling additional goods to the customer
What is the benefits of suggestion selling?
cost effective way to increase profit, and customer satisfaction.