Across
- 3. A method of used to overcome objections when it is based on misinformation
- 4. A selling method that permits the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits.
- 7. Obtaining an agreement to buy
- 8. A method used when salesmen ask previous customers for names of potential customers
- 11. A selling method that converts a customer's objection into a selling point.
- 12. providing solutions to customers' problems by finding products that meet their needs
- 13. A method of handling the objection that involves recommending a different product that would satisfy the customer's needs.
Down
- 1. the method in which you ask for the sale
- 2. A closing method where you explain services that might overcome obstacles or problems
- 5. A closing method that encourages a customer to make a decision between two items
- 6. A closing method used when a product is in short supply or when the price will be going up in the near future
- 9. A closing method initially used to close the sale; even if it doesn't work, you'll learn something from the attempt
- 10. concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase.