Stuff that might be on final test Flashcards
How do you create desire?
Discover the customers needs and wants through asking questions
Establish value by matching their needs and wants to the benefits of the solution
I want __
But desire one that does _
What is FAB
Features
Actions
Benefits
Why do you paint a verbal picture?
To get the customer to see how it will fit in their lives
How do you wow a customer who knows everything?
have them wow you by showing you the features they know about. this is still getting it into the customers hands.
What is the point of the demo (WOW)
To create Desire and Value
This is also the start of presenting the customer a solution
How do you demo?
Put product in their hands, let them drive
Keep WMD in mind
Talk benefits that relate to the customers
Find where to demo
Paint a picture
What else is important to the demo?
Clearly talk and use the CEW durinng the demo
What of the Must do behaviors of sell solutions?
Recommend a full solution as one package
Close the sale, every customer, every time
What are the must ask questions?
Ask for the sale!
“Have you heard about geek squad?”
Explain what best Buys Value is?
Bestbuy card, geek squad, reqardzone, insignia, pacific sales, future shop
What is LUSH?
Learn from challenge and change
Unleach the power of the people
Show respect and humility
Having fun while being the best
Column selling vs solutions selling?
Column selling is elling to a predetemined list
Solution selling is according to the customers unique needs
Name two buying signals
Verbal
non-verbal
Name the selling strategies
Fitting room (Figuring out the best solution and getting the accssories that best fit their needs) Basket (gather acc. with customer)
name 3 behaviors in the delivery step
Reaffirm
thank and appreciate
the call back
What is HACCS?
It’s not a check list
Hardware Accessories Connections Content Services
What are closing techniques
Direct Command Immediate Gain fear Twist if, then assumptive alternative summary
What should you do after you asked for the sale?
STOP TALKING
Concerns and objections can stem from the lack of…
TRUST AND VALUE
What are the three F’s?
Feel, Felt, Found
