Contacting Customers
Reassuring the customer
Presenting the Product
Qualifying the Buyer
Closing the Sale
100

What is a trial close question?

Asking a buyer an open ended question that suggests the idea of closing a deal

100

What does ABC mean in sales?

1. The beginning of the alphabet

2. It's as easy as ABC

3. American Buying Club

4. Always Be Closing

4. Always Be Closing

200

What is the benefit of a Trial Close Question?

Interpreting the buyers responses to better understand their specific needs. 

Ascertain their readiness for making a purchase decision

200

What is an assumptive close?


Using an assumptive close requires participating in the customer's sales experience by directly and assertively interacting with the customer. It is effective because it makes you appear confident and knowledgeable. This technique, when done properly, smoothly leads the customer in the direction of a buy.

300

True of False:

A Trial Close Question can identify the location (where you're at) in the sales process?

True! This can help them understand the customer's thought process, anticipate their future needs and prepare tactics to meet those needs. 

300

Why would you use an assumptive close?

An assumptive close encourages communication with your customer at the final stage of purchasing.

300

 

  • Only (BLANK) what % of the effectiveness of communications is based on the actual words we use?
  • 30%
  • 50%
  • 65%
  • 7%

From the book by University of California professor, Albert Mehrabian, called “Silent Messages: Implicit Communications of Emotions and Attitudes.” In this book, Mehrabian cites a few statistics that are notable and important to remember:

  • Only 7% of the effectiveness of communications is based on the actual words we use.
400

What are some of the things you can learn from a trial close?

A. The customers timeline

B. Gauge the customers feelings

C. Streamline the sales strategy

D. All of the above

D. All of the above

Trial closes are low risk and easy to employ and the benefits are a helpful and low risk tool. 


400

Customer anxiety is a real thing yet 90% of sales people overlook non verbal cues.

Name 3 non verbal cues you should be looking for.

  • A lack of eye contact. The customer looks away from you or past you. They just won’t look you in the eye.
  • Disinterested facial expressions. The facial expressions with some customers are a massive stop sign, and a cue to stop what you’re doing and find out why they are uncomfortable.
  • Body positioning that points away from you. Customers will use their body as a system of defense.
  • Unusual movements with hands and arms. Customers will do awkward things with hands and arms that aren’t typical of a normal stance.
  • Reading a brochure or other material. Uncomfortable customers will overly focus on something other than the salesperson.
400

True or False:

  • 55% of effective communication is based on nonverbal cues, such as facial expressions.

True! University of California professor, Albert Mehrabian, called “Silent Messages: Implicit Communications of Emotions and Attitudes.” In this book, Mehrabian cites a few statistics that are notable and important!

400

Describe what a Negative Customer Cue looks like

  • A lack of eye contact. The customer looks away from you or past you. They just won’t look you in the eye.
  • Disinterested facial expressions. The facial expressions with some customers are a massive stop sign, and a cue to stop what you’re doing and find out why they are uncomfortable.
  • Body positioning that points away from you. Customers will use their body as a system of defense.
  • Unusual movements with hands and arms. Customers will do awkward things with hands and arms that aren’t typical of a normal stance.
  • Reading a brochure or other material. Uncomfortable customers will overly focus on something other than the salesperson.
500

What's the difference between a typical closing question and a trial closing question?

How are they different? 

Typical closing techniques ask customers to make a decision regarding their purchase, whereas trial closes ask customers to share their opinion.

500

Name several ways you can reassure the customer throughout the sales process. 

1. Ask questions. How are we doing so far? 

2. Announce the next steps. "Let's go outside and have some fun!" "Sounds like we found that perfect camper and we just need to go inside and get comfortable with the numbers!"

3. Being a good listener. 

4. Being perceptive of body language and not ignoring it.

 

M
e
n
u