Sale Process
What is the first step of the Sale Process?
Prospecting
What is substitution method
offering a different product in place of another item
What is show and tell?
demonstrating the product
What are the three steps to determine needs?
observing, listening and questioning
What is the first rule of active listening?
Listen to understand and not reply
What is the third step of the Sale Process?
Approach
What is the boomerang method
turning customer objections into reasons to purchase the item.
How should you select a product?
selecting a product based on customers needs
What is relationship marketing?
emphasizing customer satisfaction and future business
What are two trust builders when working with buyers?
Expertise, compatibility, Customer orientation, dependability, or candor
What is the fourth step of the Sale Process?
Presentation
What is the forestalling method?
Answering the objection during a presentation before the buyer has a chance to ask it.
What are sales aids?
Anything that can help you communicate more about the product Including a demonstration
What does SPIN stand for?
Situation, Problem, Implication, Need-Payoff
What is the SIER of active listening?
Sensing, interpreting, evaluating, & reponding
What is the fifth step of the sale process?
Handling objections
What is direct denial method?
When the salesperson is telling the buyer that they have misinformation about the company or the product.
What is Laymans terms?
terms used for an average customers
What is standing room only close?
When a product is in short supply so the product will increase in price
What is suggestive selling?
Suggesting related products to the customer
What is the last step of the sale process?
Follow-up
What is the third party method?
Using another customer to give a testimony about the product
What are features and benefits of a product?
points you use to sell a product
What are the two goals of a salesperson in a business to business sale?
Build a relationship and to add value
What are prospecting methods?
Cold canvassing, networking, company source, & commercial sources