RTTS MILEPOSTS Flashcards
1 ATTITUDE
a. your manner, your disposition or feeling about something
b. INCLUDES YOUR MENTAL STATE, YOUR EXPECTATIONS, YOUR DRESS, YOUR POSTURE, AND YOUR FACIAL EXPRESIONS
2 GREETING
WHAT TO SAY, WHAT NOT TO SAY, WHAT TO EXPECT, AND HOW TO HANLDE THE CUSTOMER TO BUILD RAPPORT AND GET ON COMMON GROUND
3 FACT FINDING
the questions to ask to determine what is vital, what is wanted, and what is absolutely critical to your buyer so you can put your buyer on the right product and kow how to communicate in a way that builds value
4 APPRAISAL (OR BUYER PROFILE)
a. USED WHEN THE BUYER IS TRADING SOMETHING IN (AND SHOULD ALSO BE TAPPED INTO WHEN THERE IS NO TRADE)
b. THIS SETS UP THE SELECTION, THE DEMONSTRATION, AND IS VITAL TO NEGOTIATIONS SO THAT YOU KNOW HOW TO STRUCTURE YOUR TRANSACTION
5 SELECTION
IDENTIFIES THE CORRECT PRODUCT(S) THAT ARE MOST SUITABLE TO SATISFYING THE BUYER’S WANTS AND NEEDS AND THEIR BUYING PATTERNS
6 DEMONSTRATION
a. WHERE YOU TAKE THE TIME TO SHOW THE FEATURES AND BENEFITS OF THE PRODUCT(S) SELECTED
b. DEMONSTRATES THE PRODUCT FEATURES AND BENEFITS TO THE CUSTOMER IN A MANNER THAT CREATES URGENCY AND DESIRE FOR OWNERSHIP NOW (STIRS CUSTOMER EMOTIONS)
7 TRIAL CLOSE
a. tests where your buyer is in the ownership rpocess
b. DETERMINES WHETHER YOUR PRODUCT IS RIGHT FOR THE CUSTOMER
c. DISCOVERS HOW CLOSE THE CUSTOMER IS TO PURCHASING
8 SERVICE WALK
demonstrates the strength of the company to service the customer after the sale
9 WRITE-UP
where you will present a proposal and enter into negotiations
10 NEGOTIATIONS
to come to an agreement that all parties can agree on
11 CLOSE
using specific technology to get agreement and action to exchange things of value with eachother
12 DELIVERY
delivering the product so that the customer is happy and understands how to use the product
13 FOLLOW-UP
creatively stay in touch with the customer to ensure continued satisfaction and repeat and referral business
