Sale Process
1) introducing yourself 2) gain favorable attention
What is the first and second step of the Sale Process?
offering a different product in place of another item
What is substitution method
demonstrating the product to the customer
What is show and tell method?
observing, listening and questioning
What is the steps to determining needs?
welcoming with a hook - focus on the new product
What is the first rule for suggestion selling?
establishing the need
What is the third step of the Sale Process?
turning customer objections into reasons to purchase the item.
What is the boomerang method
selecting a product based on customers needs
How should you select a product?
emphasizing customer satisfaction and immediate needs
What is relationship selling?
connect with your customer with personalized statements
What is the second step of suggestion selling?
demonstration of the product
What is the fourth process of the Sale Process?
acknowledging the objection and offset the objection with other features and benefits
What is the superior point method?
products used when wanting to emphasize selling points
What are sales aids?
cost and comfort
What are two types of customer buying motives?
re-approach the customer with product knowledge statements
What is the third step of suggestion selling?
closing the sale
What is the fifth step of the sale process?
when the customers objection is off of misinformation
What is denial method?
language used for an average customers
What is Laymans terms?
When a service is not required but recommended because it will increase in price later
What is being proactive vs. reactive
suggesting related products to the customer
What is suggestion selling?
ensuring complete customer satisfaction
What is the last step of the sale process?
using another employee to give more information about the product
What is third party method?
points you use to sell a product
What is Features and Benefits?
selling additional products to the customer on existing tickets
What is upselling
cost effective way to increase profit, and customer satisfaction.
What is the benefits of suggestion selling?