Across
- 2. method to respond to an objection where you turn the objection into a selling point
- 3. type of approach where you ask the customer if they need assistance
- 7. understanding customers and building long-lasting relationships with them
- 8. the physical attributes of a product
- 9. obtaining a positive agreement to buy
- 10. type of decision making used to buy expensive, high-risk products such as cars and housing
- 11. type of objection where the customer does not want to pay the given price for the product
- 12. method to respond to an objection by showing the customer that the product works
- 13. closing method where the salesperson explains services that overcome obstacles
- 15. type of decision making used to buy low-risk, inexpensive products such as food and household products
- 18. type of objection where the customer has concerns about the product itself
- 21. type of objection where the customer has a negative opinion about the brand
- 22. type of decision making used to buy moderate-risk products such as appliances and electronic goods
- 24. method to respond to an objection where you use the testimonial of a satisfied customer
- 25. the advantages or satisfaction gained from a product
- 26. type of approach where you welcome the customer to the store
- 27. concerns, hesitations, or doubts the customer has about buying
- 28. buying motive based on feelings
- 29. closing method that encourages the customer to choose between two items
- 30. type of objection where the customer wants to wait to buy the product
- 32. type of communication without using words
- 33. type of approach where you make a comment or ask a question about a product a customer is showing interest in
- 35. closing method where the salesperson asks the customer for the sale
Down
- 1. method to respond to an objection where you ask the customer a question about their objection
- 3. recommending additional goods and services to the customer
- 4. method to respond to an objection where you acknowledge the objection but offset it with other features of the product
- 5. a potential customer, also known as a lead
- 6. unfair prejudice or favor towards a specific group of people
- 14. vocabulary the average person can understand
- 16. type of questions that need to be answered by more than "yes" or "no"
- 17. buying motive based in logic
- 19. preparation for face to face interactions with customers
- 20. closing method used when a product is in short supply
- 23. method to respond to an objection where you suggest a different product that meets the customer's needs
- 25. selling to other businesses for business use
- 31. selling to customers in a store setting
- 32. type of objection where the customer does not need the product
- 34. method to respond to an objection where you show the customer their objection is false using facts