Show:
Sell
Close
Object
Find
Misc
100
A Technique for selling over the phone.
What is telemarketing?
100
Encouraging a customer to view a purchase decision as a choice between two items.
What is a "which" close?
100
Listen, acknowledge, restate, and answer.
What is the four basic steps for handling objections?
100
Looking for new customers.
What is prospecting?
100
A concern, hesitation, doubt or other honest reason for not making a purchase.
What is an objection?
200
Encouraging a customer to buy additional merchandise.
What is suggestion selling?
200
The sales close that should be used infrequently because it can be viewed by the customer as a pressure tactic.
What is a "standing room only" close?
200
A document that lists common objections and possible responses them.
What is an Objection Analysis Sheet?
200
Names of potential customers recommended by satisfied customers.
What are referrals?
200
A popular trend among companies which involves finding customers and keeping them satisfied.
What is customer relationship management?
300
A time in which one looks for customers and prepares for a sale.
What is the preapproach?
300
The close can be used when the price of a product will soon increase.
What is the "standing room only" close?
300
Reasons for not buying or seeing the salesperson.
What is and excuse?
300
A fact-based reason for making a purchase.
What is a rational buying motive?
300
Reword a meaning of a statement.
What is paraphrase?
400
Matching a products characteristic with a purchasers requirements or wants and needs.
What is feature-benefit selling?
400
"May I write up your order now? is the question to be used during a close.
What is a "direct" close?
400
The objection is...."The last time I placed an order with your company, I received it two weeks after the promised date."
What is an objection based on source?
400
A prospecting method based on referrals.
What is the endless chain method?
400
A salespersons ability to see things from a customers point of view.
What is empathy?
500
Helping customers make satisfying purchase decisions.
What is selling?
500
This close can be pursued when a customer has clearly indicated positive feelings about a purchase.
What is a "direct" close?
500
Need, Product, Source, Price, Time
What are categories of common objections?
500
Another name for cold canvassing.
What is Blind prospecting?
500
Offer related merchandise, recommend larger quantities, and calling attention to special sales opportunities.
What are the three methods used in suggestion selling?