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17 Cards in this Set
- Front
- Back
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Add-on sale
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additional merchandise sold in ongoing transaction
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Benefit
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value a feature holds for customer
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Blind Purchase
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w/o research or prior knowledge
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Buying Uncertainty
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"fear" of buying
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Closed-ended Question
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"yes" or "no" response
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Closing Ratio
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successful sales/total sales attempts
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Compensation
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overcome objections by acknowledging initial objection, insert compensating benefit
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Direct Denial
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correct customer's misconception
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Feature
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characteristic or part of piece of jewelry
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Indirect Denial
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correct misconception w/o calling "wrong"
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Objection
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temporary obstacle, delays or stops sale
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Open-ended Question
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requires thought, more than yes/no
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Referral
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new customer referred to you by a past one
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Sales Presentation
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structured method, talking or demonstrating w/intent to sell
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Tag
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restatement of benefit, posed as question to elicit agreement
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Take-away
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2-part sales technique, removes a "just looking" defense
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Trigger
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add-on close requires yes/no decision
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