Page: 410 Learning Objective: A120.What is the exception to the guideline of staying silent after a successful close?Answer:Asking for referrals.Page: 411Learning Objective: A121.When the prospect says, “No”, what should be your response?Answer:Do not take the first “No” as an absolute refusal to buy. Instead you must be able to close under fire, as when the buyer is in a bad mood or hostile.Page 412Learning Objective: A122.Why do salespeople have such difficulty closing the sale? Answer:There are three basic reasons why salespeople find it difficult to close the sale. (1) Sometimes salespeople are not confident in their ability to close. This lack of confidence may bethe result of a previous failure. (2) Salespeople often determine that the prospect does not need the quantity or type of merchandise, so they do not ask for the order. (3) The salesperson may nothave worked hard enough in developing a customer profile and customer benefit plan—resulting is a poor presentation. Page: 413 Learning Objective: A123.Give as many “essentials” of closing sales as possible:Answer: Be sure your prospect knows what you are saying. Always present a complete story. Tailor your close to each prospect. Consider the customer’s point of view in all you do and say. Never stop at the first no. Learn to recognize buying signals. Before you close, ask a trial close. After asking the order, be silent. Set high goals for yourself and develop a personal commitment to reaching them. Develop a positive, confident, and enthusiastic attitude toward yourself, your products, your prospects, and your close.Page: 413-414Learning Objective: A124.What does it mean to say that the close is the easiest part of the presentation?Answer:If the sales presentation was done properly, the prospect will often close for you by saying he’d like to buy the product. All the salesperson has to do is finalize the deal and write up the order.Page: 415Learning Objective: A
125.Give an example of how a Girl Scout can use an alternative-choice close to sell Girl Scout cookies. Answer:Students' answers will vary depending on their creativity. Possible answers include: "Do you prefer the Thin Mints or the Shortbread cookies?" or "Do you want 3 or 4 boxes of Thin Mints?" In whatever example provided, the answer should indicate that the prospect does not have a choice of buying or not buying. Page: 416-417 Learning Objective: E126.When would a salesperson find the compliment close to be the most appropriate close? Answer:when the customer/prospect is either a self-styled expert, who has a big ego, or is in a bad mood Page: 417 Learning Objective: E127.The value of the compliment close is that it appeals to the ego. Isn’t that a base attitude to appeal to?Answer: Not necessarily. All buyers appreciate your recognition of their better points. They take pride in how they do business. Additionally, all compliments must be honest, not flattery. So compliment them on something that will benefit them.
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