When a prospect objects because of customary reasons, a salesperson should: a. gain the prospect's trust by providing him or her with a thorough understanding of the salesperson, his or her company, and the products. b. use traditional commitment methods, such as standing-room-only close and assumptive close, to close the sale. c. adopt the direct commitment technique to overcome the sales objection. d. send refer the prospect to a more experienced salesperson.
When a prospect objects because of customary reasons, a salesperson should:
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a. |
gain the prospect's trust by providing him or her with a thorough understanding of the salesperson, his or her company, and the products. |
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b. |
use traditional commitment methods, such as standing-room-only close and assumptive close, to close the sale. |
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c. |
adopt the direct commitment technique to overcome the sales objection. |
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d. |
send refer the prospect to a more experienced salesperson. |
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e. |
end the sales call gracefully. |
Which of the following is a traditional method of earning commitment?
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a. |
The boomerang method |
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b. |
The third-party reinforcement method |
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c. |
The assumptive close method |
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d. |
The T-account commitment method |
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e. |
The success story commitment method |
During a sales presentation, Jeff, a salesperson at ChemHands, presents a sequence of benefits of using ChemHands sanitizers. To assess the prospective buyer's level of interest in the company's sanitizers, Jeff should use _____.
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a. |
analogies |
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b. |
anecdotes |
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c. |
check-backs |
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d. |
examples |
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e. |
sales aids |
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