Sale Process
Methods of Handling Objections
Show and Tell
Random Questions
More Selling Questions
100

What is the first step of the Sale Process?

Prospecting

100

What is substitution method

offering a different product in place of another item

100

What is show and tell? 

demonstrating the product

100

What are the three steps to determine needs?

observing, listening and questioning

100

What is the first rule of active listening?

Listen to understand and not reply

200

What is the third step of the Sale Process?

Approach

200

What is the boomerang method

turning customer objections into reasons to purchase the item.

200

How should you select a product?

selecting a product based on customers needs

200

What is relationship marketing?

emphasizing customer satisfaction and future business

200

What are two trust builders when working with buyers?

Expertise, compatibility, Customer orientation, dependability, or candor

300

What is the fourth step of the Sale Process?

Presentation

300

What is the forestalling method?

Answering the objection during a presentation before the buyer has a chance to ask it.

300

What are sales aids?

Anything that can help you communicate more about the product Including a demonstration

300

What does SPIN stand for?

Situation, Problem, Implication, Need-Payoff

300

What is the SIER of active listening?

Sensing, interpreting, evaluating, & reponding

400

What is the fifth step of the sale process?

Handling objections

400

What is direct denial method?

When the salesperson is telling the buyer that they have misinformation about the company or the product. 

400

What is Laymans terms?

terms used for an average customers

400

What is standing room only close?

When a product is in short supply so the product will increase in price

400

What is suggestive selling?

Suggesting related products to the customer

500

What is the last step of the sale process?

Follow-up

500

What is the third party method?

Using another customer to give a testimony about the product

500

What are features and benefits of a product?

points you use to sell a product

500

What are the two goals of a salesperson in a business to business sale?

Build a relationship and to add value

500

What are prospecting methods?

Cold canvassing, networking, company source, & commercial sources