Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
13 Cards in this Set
- Front
- Back
|
1. Attitude |
Manner, disposition or feeling about something. It includes you mental state, expectations, dress, posture, and facial expressions. |
|
|
2. The Greeting |
What to say. What not to say. What to expect and how to handle the customer to build rapport. Find common ground to move into the following steps. This is critical. |
|
|
3. Fact Finding |
The questions asked to determine what is vital. What is wanted. What is absolutely critical to your buyer, so you can put your buyer on the right product and communicate in a way that builds value. |
|
|
4. Appraisal (Buyer Profile) |
Used when the buyer trades something in and should also be used when there is no trade. Sets up the selection and demonstration. It is vital to the negotiations so you know how to structure the transaction. |
|
|
5. Selection |
Identify the correct product to suit the buyers wants and needs. |
|
|
6. Demonstration |
Take the time to show the features and benefits of the product selected. Demonstrate the features and benefits in a way that creates urgency and desire for ownership NOW! |
|
|
7. The Trial Close |
Tests where the buyer is in the ownership process. Determines if the product is right for them and if they are ready to purchase. |
|
|
8. Service Walk |
Can be beneficial to show the buyer how you and your company can service the buyer after the sale. |
|
|
9. The Write-Up |
*vital* present a proposal and enter into negotiations. Without a write up all the steps that came before and after are a waste of energy. |
|
|
10. The Negotiations |
“Not a discount” or “cut in price” it means to come to an AGREEMENT that all parties can agree on. |
|
|
11. The Close |
Using specific technology to get agreement and action to exchange things of value with each other *refer to closing deals modules. |
|
|
12. Delivery |
Deliver the product so that the customer is happy and understands how to use the product. Ensures repeat and referral customers. |
|
|
13. Follow Up |
Find creative ways to stay in touch with the customer to ensure satisfaction and to ensure repeat and referral business. |
