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27 Cards in this Set
- Front
- Back
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The salesperson denies th eobjection but attempts to soften the response.
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Indirect Denial Method
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Simply means the account is given to a different salesperson.
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Turnover
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Help the prospect calrify concerns and to make sure they understand the objection.
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Probing Method
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The act of silently waiting to encourage buyers to elaborate or explain more fully what their concern is.
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Friendly Silent Questioning Stare
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Used to respond helpfully to objections by agreeing thta the objection is valid, butthen proceeding to show any compensating advantages.
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Compensation Method
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Method of helpfully responding to objections in which the salesperson shows how others held similar views before trying the product or service.
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Referral Method
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Process of resonding to objections by turning the objection into a reason for acting now.
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Revisit Method
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Responding to an objection by letting the buyer talk, acknowledging that you heard the concern, and then moving on to another topic without trying to resolve the concern.
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Acknowledge Method
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Nonverbal cues given by th ebuyer that indicate the buyer may be ready to commit; also called closing cues.
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Buying Signals
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The insecurity a buyer feels about whether the choice was a wise one; also called postpurchase dissonance.
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Buyer's Remorse
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Questions the salesperson asks to take the pulse of the situation throughout a presentation.
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Trial Close
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Act of attiaining commitment by simply asking for it in a straightforward statement.
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Direct Request Method
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Obtaining commitment by simply reminding the prospect of the agreed-on benefits of the propsal.
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Benefit Summary Method
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Attempts to obtain commitment by asking the buyer to think of the pros and cons of the variou alternative; often referred to as the Ben Franklin Method.
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Balance Sheet Method
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Best method for when buyer is wrong?
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Direct Denial
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Price objections are handled with which method?
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Postponement
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Best indicator of ready for commitment?
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Buyer Comments
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Most common type of discount is?
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Quantity Dicsount
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The absolute minimum level you will accept.
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Minimum Position
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Initial proposal level.
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Opening Position
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Additional products sold are not directly associated with the initial products.
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Cross Selling
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Convincing the customer to use a higher-quality product or a newer product.
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Upgrading
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Selling the entire line of associated products.
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Full-Line Selling
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Internal salespeople work for the buying firm in the areas most affected by proposed change and work with the salesperson to make the proposal successful
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Champion
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Stages of Partenership
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Awaerness, Exploration, Expansion, commitment, Dissolution
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A method of planning a sales call in a specific order to minimize travel time.
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Routing
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Comparing your performance with the best in your org.
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Benchmarking
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