Term
| securing a commitment today |
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Definition
| asking for the order is closing, closing is a commt but commt is not necessarily a close, buyers want to buy, not be sold, not commt, not sale. |
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Term
| financial terms and conditions |
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Definition
| discounts (single-10% off single purchase vs. cumultive-10% on all purchases throughout year), credit terms (cash discounts for early payment), shipping cost (FOB) |
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Term
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Definition
| present with confidence, usually discussed at the end |
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Term
| when to attempt to obtain commitment |
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Definition
| when buyer is ready, buyer comments such as requirements (conditions that have to be met before a purchase can take place), benefit stmts,etc., and nonverbal cues |
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Term
| how to successfully obtain commitment |
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Definition
| maintain positive attitude, let customer set pace, be assertive not aggressive or submissive, sell the right item in the right amounts |
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Term
| effective methods of obtaining commitment |
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Definition
| direct request, benefit summary, balance sheet method (ben franklin method), probing method, alternative choice |
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Term
| traditional closing methods |
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Definition
| minor-point close, continuous yes close, assumptive close, standing-room only close, benefit-in-reverse close, emotional close |
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Term
| if commitment is obtained |
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Definition
| no surprises (go over all important info), confirm their choice (assure they've made an intelligent choice), get the signature (make the actual signing an easy, routine procedure), show appreciation, cultivate for future calls, review actions to be taken (avoid misunderstanding, be sure buyers gets what they were promised) |
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Term
| if commitment not obtained |
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Definition
| bc of wrong attitudes, poor presentation, poor habits/skills, discover the cause (port mortem) is critical so salespeople an proceed intelligently to eliminate the barriers, maintain proper perspective, recommend other sources, good manners are important |
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