Close the Sale, Suggestion Selling, Building Relationships Category
100
The kind of question a salesperson should ask.
What is open ended question
100
The approach that describes: "How may I help you?"
What is the service approach?
100
The three kinds of product features.
What are basic, physical, and extended?
100
Customer objections are ___________ (never, sometimes, always) helpful.
What is "always"?
100
The difference between cross-selling and up-selling.
What is: cross-selling is offering related merchandise, up-selling is offering more of the same product or a better quality product?
200
The definition of selling.
What is any form of direct contact between a salesperson and a customer?
200
The approach used when the customer already shows interest in a product.
What is the merchandise approach?
200
The feature type that describes: coffee wakes you up.
What is basic?
200
The method used to overcome an objection when the customer's objection is based on misinformation.
What is the denial method?
200
The step that would describe: a salesperson offering a scarf to match a hat.
What is suggestion selling?
300
The definition of a selling point.
What is: the function of a product feature and how it benefits the customer?
300
The buying motive that includes social approval, power, love, fear and prestige.
What is emotional?
300
The price point of the first product you show a customer.
What is a moderately priced product?
300
The 2nd and 3rd steps of the four step method of handling objections. Hint: the first step is Listen Carefully and the fourth is Answer Objection.
What are "acknowledge the objection" and "restate the objection"
300
The definition of buying signals.
What is: the things customers say or do to indicate a readiness to buy?
400
The seven steps to selling.
What are approach, determine needs, present the product, overcome objections, close the sale, suggestion selling, build relationships
400
The three ways we can determine needs.
What are: listening, questioning, and observing?
400
The advantages or personal satisfaction a customer will get from a good or service.
What are customer benefits?
400
The difference between objections and excuses.
What is: objections are reasons (concerns, hesitations, doubts) for not making a purchase where excuses are reasons given when the customer has no intention of buying.
400
The name for the act of looking for new customers.
What is prospecting?
500
The purpose of selling
What is: to help customers make satisfying buying decisions and create ongoing, profitable relationships with customers?
500
Questions that should not be asked of a customer.
What are questions that might embarrass customers or too many question in a row?
500
A way to get the customer to feel ownership over the product.
What is have the customer hold the product?
500
The name and explanations of a common objection.
What is: Need - no immediate need for the product. Product - quality, color, size, style. Source - based on past experiences. Price - high-quality, expensive merchandise. Time - hesitation to buy immediately. ?
500
The type of Close when you ask a customer to make a decision between two items. ("Which one do you prefer?")