Preparing for the Sale
Preparation for the face-to-face selling encounter.
What is pre-approach?
"Good morning!"
"How may I help you?"
What is Greeting approach?
Words the average customer can understand.
What is Layman's Term?
The things a customer say or do to show they are ready to buy.
What is Buying signal?
The names of people who might buy the product.
What is referrals?
Matching product characteristics to a customer's needs and wants
What is Feature-benefit selling?
The salesperson ask, "Do you need help?"
What is Service approach?
Require more than a yes/no answer.
What is Open-ended question?
Selling additional goods or services to the customer that make a purchase more enjoyable.
What is Suggestion selling?
Dollar or unit sale goals set for the sales team.
What is Sales quota?
Selling over the telephone
What is Telemarketing?
Expressing yourself without the use of words.
What is Nonverbal communications?
Brings the objection back to the customer as a selling point.
What is Boomerang method?
Developing and nurturing customer relationships by keeping them satisfied
What is customer relationship management?
A potential customer; Also called a lead.
What is a Prospect?
Helping the customer make a decision.
What is Personal selling?
The salesperson makes a comment of asking questions about a product.
What is Merchandise approach?
Restate something in a different way.
What is paraphrase?
"Which one do you prefer?"
What is Which close?
Potential customers are selected at random.
What is Cold canvassing?
Asking questions
What is Consultative selling?
Getting the customer's positive agreement to buy.
What is closing the sale?
Obtaining an agreement to buy from the customer.
What is closing a sale?
Used when the buying signal is very strong.
When salespeople ask previous customers for the names of potential customers.
What is Endless claim method?