Show:
Name the type of
Closing Method
Tips for Suggestion Selling
Vocabulary Part 1
Vocabulary Part 2
Name the type of
suggestion selling
100
"Which one do you like the best?"
What is the WHICH CLOSE
100
Use suggestion selling __________ the customer has made a commitment to buy but before payment is made or the order is written (when?)
What is AFTER
100
A closing method in which you explain services that overcome obstacles or problems
What is the SERVICE CLOSE
100
A closing method that encourages a customer to make a decision between two items
What is the WHICH CLOSE
100
"How about this tie to match your new shirt?"
What is cross-selling (related merchandise)
200
"May I write up your order now?"
What is a DIRECT close.
200
Make your recommendation from the customer's _______ ___ ________ and give at least one reason for your suggestion.
What is POINT OF VIEW
200
A closing method used when a product is in short supply or when the price will be going up in the near future
What is the STANDING ROOM ONLY close
200
"Would you like to super size that?"
What is up selling (larger quantity)
300
"There is only one left, so if you want it, I suggest you buy it today."
What is the STANDING ROOM ONLY close
300
_______ the item you are suggesting
What is SHOW
300
Another name for suggestion selling when you offer related merchandise
What is CROSS-SELLING
300
The things that customers say or do to indicate a readiness to buy
What are BUYING SIGNALS
300
"Our t-shirts are buy two, get one free"
What is sales/special
400
"May I write up your order now?"
What is a DIRECT CLOSE
400
Make the suggestion _______________ (it is a good thing)
What is POSITIVE
400
A closing method in which you ask for the sale, when buying signals are strong
What is the DIRECT CLOSE
400
Research suggests that __________ is the way to succeed in sales because you keep trying
What is PERSEVERANCE
400
You will need batteries to run your RC car
What is cross-selling (Related merchandise)
500
"We can deliver the furniture to your home."
What is a SERVICE CLOSE
500
Make the suggestion ____________ (specific, detailed)
What is DEFINITE
500
Reassure the customer that they've made a good decision, and thank them for their business
What is DEPARTURE
500
An initial effort to close a sale
What is a TRIAL CLOSE
500
If your company orders more supplies, you won't have to order as often
What is up-selling (larger quantities)