PS_Ch11 cont

PS_Ch11 cont - How Aggressive, Submissive, and Assertive...

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How Aggressive, Submissive, and Assertive Salespeople Handle Sales Activities
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Direct request Simply ask for it Benefit summary Reminds the buyer of the agreed-on benefits of the proposal Balance sheet method List pros and cons Probing method Initially uses another method Uses a series of probing questions Effective Methods (continued)
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Alternative choice Limit choices Other methods Many methods tend to be ineffective with sophisticated customers The buyer must trust the salesperson, the company, and the product Effective Methods (continued)
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Minor-point close Continuous yes close Assumptive close Standing-room only close Benefit-in-reverse close Emotional close Some Traditional Closing Methods
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Stop the Sales Pitch!! No surprises Go over all important information Confirm the customer’s choice Assure customers they have made an intelligent choice Get the signature Make the actual signing an easy, routine
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PS_Ch11 cont - How Aggressive, Submissive, and Assertive...

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