Exam 3 Flashcards
refers to the time from when they first see the buyer to when they begin to discuss the product
approach
relaxation and concentration technique
creative imagery
the most common and the least powerful of the approaches because it does little to capture the prospect’s attention and interest
introductory approach
approach where you use another person’s name
referral approach
approach where you give them something for free
premium approach
in this approach, the salesperson places the product on the counter or hands it to the customer
product approach
this approach involves doing something unusual to catch the prospect’s attention and interest
showmanship approach
should carefully be constructed to anticipate the buyer’s response
customer benefit approach
this approach is especially good for the new salesperson because it shows that you value the buyer’s opinion
opinion approach
this approach uses a question designed to make the prospect think seriously about a subject related to the salesperson’s product
shock approach
what does SPIN stand for
Situation, Problem, Implication, Need-payoff questions
can be answered with very few words
direct question
question that begins with: who, what, where, when, how, or why
nondirective question
involves a presentation constructed around three parts: a major premise, a minor premise, and a conclusion
logical reasoning
imply that the prospect should act now
suggestive proposition
ask the prospect to visualize using products that famous people, companies, or persons the prospect trusts use
prestige suggestions
attempts to have prospects imagine themselves using the product
autosuggestion
used widely by professional salespeople in a ll industries because it does now “tell” but suggests buying, which does not offend the buyer
direct suggestion
used at times for some prospects when it is best to be indirect in suggesting a recommended course of action
indirect suggestion
evokes an opposite response from the prospect
countersuggestion
direct comparison statement using the word like or as
simile
an implied comparison that uses a contrasting word or phrase to evoke a vivid image
analogy
a brief story used to illustrate a point
parable
theatrical presentation of products
dramatization
opposition or resistance to information or to the salesperson’s request
sales objection
refers to reaching an agreement mutually satisfactory to both buyer and seller
negotiation
when your prospect says “i’ll think it over”
stalling objection
this type of objection is used widely because it politely gets rid of the salesperson
no-need objection
encompasses several forms of economic excuses
money objection
price/value
cost
objection that relates to the product
product objection
the process of helping people make a decision that will benefit them
closing
refers to anything that prospects say of do indicating they are ready to buy
buying signal
in this close, the salesperson assumes the prospect will buy
assumptive close
a short, easy-to-learn saying that calls a person to think and act
proverb
the relationship between a salesperson and a client that revolves around business related issues
business friendship
are people whose names you know, whom you see occasionally, and whom you may know little about even if you’ve know them for a long time
acquaintances
refers to the activities and programs the seller provides to make the relationship satisfying for the customer
customer service
identifying accounts and their varying levels of sales potential
account analysis
the most productive number of calls is reached at the point at which additional calls do not increase sales
sales response function
