chapter 15
what does closing the sale mean?
getting a positive agreement from a customer to buy
laymen's term
a simple language anyone understand
Standing-Room-Only
a method used when a product is in short of supply or when the price is going up in the near future
superior-point method
specialized method of handling objections that allows you to offset an objection with other features and benefits
direct close?
a closing methods in which the salesperson asks for a sale
objections
concerns, hesitation, doubts a customer has about a product
buying signals
a potential customer's action that suggest interest in buying a product or service
substitution method
used when a sales rep brings out a different product in place of one that you do not have in stock
service close
A way to close a sale in which a salesperson explains services that overcome obstacles or problems
excuses
used when the customer has no intentions of buying a product
which close
method of closing a sale that encourages a customer to make a decision between two items
trial close
an initial effort to close a sale
boomerang
used by sellers to respond to customer's objections by making objections a reason to act immediately
suggestion close
allows the customer to relay on your expertise
third-party method
a marketing strategy employed by public relation firms, that involves placing a premeditated message in the "mouth of the media"