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Denial Demonstration Third Party Boomerang

Jen is trying to sell her product, Awesome IRON™. This iron can remove all wrinkles within seconds. She is located in aisle 2 showing just how the iron works. What method is she using to sell her iron?. Denial Demonstration Third Party Boomerang.

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Denial Demonstration Third Party Boomerang

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  1. Jen is trying to sell her product, Awesome IRON™. This iron can remove all wrinkles within seconds. She is located in aisle 2 showing just how the iron works. What method is she using to sell her iron? • Denial • Demonstration • Third Party • Boomerang

  2. Customer: “I don’t think my friend will like this shirt.”Salesperson: “Why don’t you think she will like it?”Illustrates what method of handling objections? • Boomerang • Questioning • Substitution • Superior Point

  3. Know the Difference • Selling – Retail, Personal, B2B • Buying Motives – Rational or Emotional • Buying Decisions – Extensive, Limited, Routine • Objections – Time, Need, Source, Price, Product • Listen, Acknowledge, Restate & Answer • Methods for Handling objections

  4. Closing the Sale

  5. – How to Close a Sale • The buying signals that a customer sends. • The rules for closing a sale. • The specialized methods of closing a sale.

  6. Closing the sale . . . . . . is obtaining positive agreement from the customer to buy.

  7. Timing the Close • Buying Signals – things customers do or say to indicate a readiness to buy. • Comments • Facial expressions • Body language • Actions

  8. Trial Close – the initial effort to close the sale. • Tests the readiness of a customer • Beneficial because you will learn, even if the customer is not ready. • Beneficial because you may reach your goal.

  9. Good salespersons . . . • Recognize closing opportunities • Help customers make a decision • Create an ownership mentality • Don’t talk too much and don’t rush a customer

  10. Specialized Methods for Closing the Sale • Which Close – encourages a customer to make a decision between two items. • Review the benefits of each item • Ask, “Which do you prefer?”

  11. Specialized Methods for Closing the Sale • Standing-Room-Only Close – used when a product is in short supply or when the price will be going up in the near future. • Use only when honestly called for • May be perceived as “high pressure” tactic • Say, “I’m sorry, but I can’t promise that I’ll be able to make you this same offer later.” • Often used with high-demand real estate

  12. Specialized Methods for Closing the Sale • Direct Close – directly ask for the sale. • Use when the buying signal is strong. • “Can I assume that we’re ready to talk about the details of your order?” • “How would you like to pay for this purchase?”

  13. Specialized Methods for Closing the Sale • Service Close – Explains obstacles that require special service in order to close the sale. • Gift wrapping • Return policy • Warranties • Bonuses or premiums • Help paying for the item – offer credit

  14. Failure to Close the Sale • Don’t despair • Invite the customer to shop in your store again • Business-to-business sales are rarely closed on the first call – ask if you can call again. • Practice and experience will help

  15. September 16 Assignment • Contrast: How is service close different from a direct close? • Apply: You are a salesperson at a car dealership. What are the three different types of services you might offer to encourage customers to close? • Recall: Why should a salesperson not take the failure to close a sale, personally? • Evaluate: “The attitude of the salesperson who has not made the sale should be no different than that of the successful salesperson.” Do you think this is possible?

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