vocab chap 14 & 15
Words or text that are easily understood, as by someone who is familiar with the jargon of a given profession or field.
What is Layman's Terms
An investment of capital into a project, company, or investment, typically in the form of cash, equity, or debt.
What is objections ?
Method of closing a sale that encourages a customer to make a decision between two items.
What is a which close?
A technique used in selling to assess the buyer's readiness to make a purchase decision.
What is a trail close?
The most straight-forward closing approach; the sales person simply asks the buyer for an order.
What is direct close ?
Hurling a buyer's objection back as a reason for buying.
What is boomerang?
The algebraic method to solve simultaneous linear equations.
What is substitution Method?
Occurs when the seller and buyer agree to the conditions of the sale and the buyer makes a firm commitment to the transaction.
What is closing the sale?
Another hard close tactic: in this conversation, you offer your opinion about what would work best.
What is suggestions Close ?
A potential customer's actions or behaviors that suggest an interest in buying a product or service.
What is a buying signal?
It lists common objections and possible responses to them.
What are objection analysis Sheets?
A protest designed to get out of the sales conversation with a bit of grace.
What are excuses?
A way to close a sale in which a sales person explains services that overcome obstacles or problems.
What is service close?
A technique that permits the sales person to acknowledge objections as valid, yet still offset with other features and benefits.
What is superior-point method?
A marketing strategy employed by public relations (PR) firms, that involves placing a premeditated message in the "mouth of the media."
What is third-party method?
A closing technique in which a sales person tries to get a quick commitment to a purchase by telling the buyer that the demand for the product is heavy and that only limited quantity is left.
What is standing-room-only-close?