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Definition
| A way to approach a customer that focuses on making a comment or asking questions about a product in which the customer shows interest. |
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Definition
Expressing oneself without the use of words.
(observing) |
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| Require more than a yes or no answer. |
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Term
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Definition
1.Appraoching the Customer
2.Determining Needs
3.Presenting the Product
4.Overcoming Objections
5.Closing the Sale
6.Suggestion Selling
7.Relationship building |
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Term
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Definition
Sales person asks the customer if he or she needs assistance
"How may I help you?" (open-ended ?) |
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Definition
Sales person simply welcome the customer to the store.
Shows the customer salesperson is there to help. |
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Term
| How to give a greeting approach? |
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Definition
| Rising tone- sounds friendly |
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Term
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Definition
| Three methods: observing, listening, & questioning |
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| Questioning and Engaging Customers |
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Definition
| Who, What, When, Where, Why, and How |
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Definition
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Definition
| Learning what the customer is interested/ look for and using it to your advantage |
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Definition
| Educating the Customer about the products features & benefits |
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Definition
| Learning why the customer is reluctant to buy, then providing the customer info to remove uncertainty & help them make a satisfactory buying decision |
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Definition
Getting customer's positive agreement to buy |
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Definition
| Suggesting additional services that will save customer money or help them enjoy the original purchase. |
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Term
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Definition
| Creating the means of maintaining contact with the customer after the initial purchase is over |
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