Methods
Objections
Closing
Approach
Vocab
100
There a seven methods for handling these
What is objections
100
Need
What is one common objection
100
Obtaining an agreement to buy from the customer
What is closing the sale
100
An approach in which the sales-person asks the customer if he or she needs assistance
What is service approach
100
To institute, build, or bring into being (with a customer)
What is establish
200
the method in which involves recommending a different product to satisfy the customers needs
What is substitution method
200
Objections with expensive merchandise
What is Price
200
The things that customers do or say that indicate readiness to buy.
What is Buying signals
200
An approach in which the salesperson simply welcomes the customer to the store
What is greeting approach
200
Words that an average customer can understand
What is Layman's terms
300
the method that brings the objection back to the customer as a selling point
What is boomerang method
300
There is a four step process for handling what?
What is Objections
300
Types of buying signals
What is facial expressions, body language, and comments
300
An approach in which the salesperson makes a comment or asks questions about a product in which the customer shows interest
What is merchandise approach
400
Is a techniques that permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits
What is Superior-point method
400
The first step of the four-step process for handling objections
What is Listen Carefully
400
An initial effort to close a sale
What is trial close
400
Is expressing yourself without use of words
What is Nonverbal communication
400
Are concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase
What is objections
500
Denial, Demonstration, Third Party, and Question
What is the rest of the Methods
500
Last step of the four-step process for handling objections
What is Restate the Objections
500
Is the method in which you ask for the sale
What is direct close
500
Require more than a yes or no answer
What is Open ended questions
500
Prepare yourself for most objections that occur in a sales situations with this
What is objection analysis sheet
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