Sale Process
Methods of Handling Objections
Show and Tell
Random Questions
Suggestion Selling
100

1) introducing yourself 2) gain favorable attention

What is the first and second step of the Sale Process?

100

offering a different product in place of another item

What is substitution method

100

demonstrating the product to the customer

What is show and tell method?

100

observing, listening and questioning

What is the steps to determining needs?

100

welcoming with a hook - focus on the new product

What is the first rule for suggestion selling?

200

establishing the need

What is the third step of the Sale Process?

200

turning customer objections into reasons to purchase the item.

What is the boomerang method

200

selecting a product based on customers needs

How should you select a product?

200

emphasizing customer satisfaction and immediate needs

What is relationship selling?

200

connect with your customer with personalized statements

What is the second step of suggestion selling?

300

demonstration of the product

What is the fourth process of the Sale Process?

300

acknowledging the objection and offset the objection with other features and benefits

What is the superior point method?

300

products used when wanting to emphasize selling points

What are sales aids?

300

cost and comfort

What are two types of customer buying motives?

300

re-approach the customer with product knowledge statements

What is the third step of suggestion selling?

400

closing the sale

What is the fifth step of the sale process?

400

when the customers objection is off of misinformation

What is denial method?

400

language used for an average customers

What is Laymans terms?

400

When a service is not required but recommended because it will increase in price later

What is being proactive vs. reactive

400

suggesting related products to the customer

What is suggestion selling?

500

ensuring complete customer satisfaction

What is the last step of the sale process?

500

using another employee to give more information about the product

What is third party method?

500

points you use to sell a product

What is Features and Benefits?

500

selling additional products to the customer on existing tickets

What is upselling

500

cost effective way to increase profit, and customer satisfaction.

What is the benefits of suggestion selling?

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