Demonstration Chapter 3 Crossword

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Across
  1. 1. Use the FAB to the customer and use the grabber for the _________ (to gain agreement).
  2. 3. Use words that:
  3. 7. Creating this within the customer to own the merchandise now!
  4. 8. Selling the value that the customer:
  5. 10. They create a picture that creates desire by using words that produce excitement.
  6. 11. Allow the customer to do this during the demonstration.
  7. 13. Follows what you learned in probing.
  8. 15. By the time you completed probing, this for your merchandise should have increased.
  9. 18. Generating the excitement to possess the merchandise is your job, and it cannot be done without this demonstration.
  10. 20. The total benefit a customer derives from making a purchase.
  11. 21. Avoid becoming this when comparing merchandise.
  12. 22. This should set the customer up for anticipation and excitement for the demonstration.
  13. 23. Be careful not to bombard the customer with industry _________.
Down
  1. 2. Giving this to the customer in the Demonstration.
  2. 4. Save these important details for later in the sale.
  3. 5. Use words to _________ not impress.
  4. 6. It's not enough for customers simply to appreciate the value of the product; they also have to be ______ to want it.
  5. 9. Probing tells you what you need to __________ in your demonstration.
  6. 12. A ShowTime __________ can make or break the sale.
  7. 14. Sell each item on its own:
  8. 16. Features shouldn't be given away without ______________ advantage and benefit.
  9. 17. Listing features is what kind of approach in selling?
  10. 19. This is "What will the advantage do for the customer?"