Show:
Steps of the Sale
Closing Techniques
Handling Objections
Suggestive Selling/Reassure
Types of Questions
100
greeting, service, merchandise, combination
What is approach
100
which close
What is the most common close
100
Customers reason for not buying a product
What is an objection
100
An additional item to sell with the main product
What is suggestive selling
100
Do they come in a different color?
What is a yes/no question
200
casual looker, undecided customer, decided customer
What is types of customers
200
You assume to close when you think the customer is ready to buy
What is an assumptive close
200
Need, product, price, time, source
What is types of objections
200
increase sales/profits, satisfy customer needs
What is why make suggestions
200
size and price
What is questions not to ask
300
adjusting prices, arranging displays, taking inventory, getting ready to sell, no contact with customer
What is pre-approach
300
a method in which you ask for the sale
What is direct close
300
listen, empathize, restate, avoid arguments, answer honestly
What is the five procedures for handling objections
300
positive statement and remind customer of exchange/return polices
What is reassure
300
style/model, materials, intended use
What is questions appropriate to ask
400
satisfaction that the customer wants from a product or service
What is benefits
400
which close, standing room only, assumptive close, direct close, service close
What are the five types of closes
400
An objection turned into a selling point
What is the boomerang method
400
suggested merchandise other than the original product requested
What is substitute selling
500
PAD FOCS
What is Pre-Approach, Approach, Determine wants and needs, Feature and benefits, Overcome objectives, Suggestive sell/reassure
500
the next step after closing the sale
What is suggestive selling
500
shoes the product in action
What is demonstration method
500
define availability, clarify customer needs, select supstitute merchandise, point out features and benefits, reinforce customers decision
What is the five steps to suggestive selling