What is the first decision in the product presentation step of a sail?
What product or products to show
What are Laymans Terms?
Words that an average customer can understand
What are objectives?
Reasons customers have for not buying a product
What lists common objectives and possible responses?
object analysis sheet
What are some of customers objections?
needs, products, sources, and prices
To paraphrase is to what?
What bringsthe objections back to the customer as a selling point?
The boomerang method
What is the technique in which you question the customer to learn more about the objective?
The question method
What should you never do involving the question method?
never question in an abrupt manner
What are excuses?
insencere reasons for not buying or seeing a sails person
The technique that permits the sales person to ackowledge objections as valid yet offset them with benefit is what method?
Te superior point method
What does the superior point method allow you to do?
When the customer objection is based on misinformation, it is called what?
The denial method
The denial method is used when what?
the objection is in the form of a question
What does the demonstration method do?
Shows how the product works
What is the method that is most convincing but shoud only be used when appropriate?
The demonstration method
What method uses a previous customer to give a testimony about a product?
The third-party method allows prospective methods to what?
Call and varify what the salesman claims
Is it likely that you will use all 6 methods in any given sales situation?
Are there certain combinations of methods that work best for certain sales people?