Steps of the Sale
What are the seven steps of a sale?
What is check the walls? :)
Which type of decision making requires little information and is used for frequent purchases like groceries?
What is routine decision making?
A concern, hesitation, or reason a customer has for not buying:
What is an objection?
Obtaining positive agreement from the customer to buy is which step of the sale?
What is closing the sale?
Selling additional goods or services to the customer is called ___________.
What is suggestion selling?
What are the three methods of approaching a customer in retail selling?
What is greeting, service, merchandise?
Which type of decision making is used when a customer has little or no prior experience with a product?
What is extensive decision making?
“I can’t afford that right now” is an example of what type of objection?
What is price?
A close used when prices will soon increase or items are in short supply.
What is standing room only close?
Suggesting related merchandise is known as ___________.
What is cross selling?
“May I help you find anything in particular?” is which type of approach?
What is service approach?
Which type of buying motive is based on feelings or emotions?
What is emotional motive?
"I already have too many candles at home” is an example of what type of objection?
What is need?
“Can I assume you’re ready to place an order?” is which type of close?
What is direct close?
Suggesting a larger quantity or higher-end version of a product is called ___________.
What is up selling?
What are the three methods for determining customer needs?
What is observing, questioning, and listening?
A customer shops at Target because they are a loyal Circle member. Which motive is this?
What is patronage motive?
“Yes, the GoPro is expensive, but it comes with a 5-year warranty.” Which objection-handling method is being used?
What is superior-point method?
What type of close should a salesperson use when a customer hesitates due to a minor problem the business can resolve with an added service?
What is a service close?
What is the easiest and most effective suggestion-selling method?
What is offering related merchandise?
During which step of the sale would a salesperson address customer concerns or hesitations?
What is overcoming objections?
What is the system that involves finding customers and keeping them satisfied?
What is a CRM?
List all seven methods for handling objections.
What is superior point, demonstration, boomerang, denial, question, third party, substitution?
If you fail to close the sale, what are three things you can do?
Give one example of each type of suggestion selling.
All on you :)