Who is that?
"It certainly is a nice day outside isn't it?"
What is the greeting approach?
Looking for nonverbal cues from customers
What is observing?
When presenting and demonstrating products it is important to show a maximum of products in order to not overwhelm the customer
What is 3?
Look for buying signals and be ready to _______ at all times.
What is close?
Useful information for future reference
What is a client file?
the use of 2 or more approaches
What is a combination approach?
Customers who need an item but want more information about the item and brands available before purchasing
What is an undecided customer?
When highlighting features and benefits it is better to use technical adjectives and avoid certain terms
What is fine, pretty and nice?
"May I charge this to your account for you?"
What is direct close?
Writing a thank you note to Mr. Billy who recently purchased a new car
What is a follow up?
The first encounter with a potential customer
What is approach?
Susan buys an HP laptop in order to get her school assignments done
What is a rational motive?
There are many ways to deal with objections, one way is to offset the objection by listing features and benefits
What is a superior point?
Creating an urgency by saying there is a limited number or that the price may very well change soon
What is standing-room only close?
In order to keep customers satisfied stores like Target and Walmart handle inquiries and complaints through their designated process
What is customer service?
Most effective when in a hurry or when done through routine
What is the service approach?
Billy loves the Tarheels and buys all their merchandise in support of them
What is patronage?
"This engine has been re-engineered and has more power"
What is boomerang objection?
"You will enjoy using this camera on trips."
What is creating ownership mentality?
"What went well?" and "What can be improved?" are questions that show what needs to change
What is evaluate sales efforts?
An employee at Walmart catches you looking at a new smart tv and then tells you the item is 15% off
What is the merchandise approach?
When questioning and engaging a customer it is best to use questions that end with more than a simple yes or no
What are open-ended questions?
"I just haven't had good experiences with this brand"
What is objection based on source?
A salesperson should use a _______ close if a customer says "I like both of these shirts but i can't decide which one looks better on me"
What is which close?
Buyer-seller relationships can be built during (blank) by reassuring and thanking the customer
What is departure?