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Sale Process
Methods of Handling Objections
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Random Questions
Suggestion Selling
100
1) introducing yourself 2) gain favorable attention
What is the first and second step of the Sale Process?
100
offering a different product in place of another item
What is substitution method
100
demonstrating the product
What is show and tell?
100
observing, listening and questioning
What is the steps to determining needs?
100
welcoming with a hook - focus on the new product
What is the first rule for suggestion selling?
200

establishing the need

What is Qualifying?

200
turning customer objections into reasons to purchase the item.
What is the boomerang method
200
selecting a product based on customers needs
How should you select a product?
200
emphasizing customer satisfaction and future business
What is relationship marketing?
200
connect with your customer with personalized statements
What is the second step of suggestion selling?
300

walking through the exciting itinerary

What is Discovery?

300
acknowledging the objection and offset the objection with other features and benefits
What is the superior point method?
300
The actual product used when wanting to emphasize selling points
What is sales aids?
300
profit and comfort
What is the two types of customer buying motives?
300
re-approach the customer with product knowledge statements
What is the third step of suggestion selling?
400

closing the sale

What is Committed?

400
when the customers objection is off of misinformation
What is denial method?
400
terms used for an average customers
What is Laymans terms?
400
When a product is in short supply so the product will increase in price
What is standing room only close?
400
suggesting related products to the customer
What is suggestion selling?
500

Deposits in

What is Filled trip?

500
using another customer to give a testimony about the product
What is third party method?
500
points you use to sell a product
What is Features and Benefits?
500
selling additional goods to the customer
What is suggestion selling?
500
cost effective way to increase profit, and customer satisfaction.
What is the benefits of suggestion selling?