Selling Techniques – Steps To Closing (Module ?)

7 Questions | Total Attempts: 148

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Selling Techniques – Steps To Closing (Module ?) - Quiz

The title of this module is "Steps to Closing", and you may be expecting lots of tips on how to make the final leap from politely making a coffee to asking if the customer if they would like to make a purchase. It may surprise you then to see that the steps to closing include how to speak to the customer from the start.


Questions and Answers
  • 1. 
    What is an “OPEN” question?  Please mark one correct answer
    • A. 

      A question delivered with an ”open” body language

    • B. 

      A question that tends to be answered “yes”

    • C. 

      A question that tends to be answered “no”

    • D. 

      A question that needs more than a one word answer

  • 2. 
    According to the module why is building rapport with a customer so important?  Please mark one correct answer
    • A. 

      It develops trust with the customer which is the key to selling

    • B. 

      Because we are there to help and advise on all kinds of products

    • C. 

      It keeps the customer at a professional distance which is always best

    • D. 

      It is important to talk longer to show off your knowledge

  • 3. 
    What is the best way to keep the conversation with the customer moving along.  Please mark one correct answer
    • A. 

      Just start making coffee whether they ask for one or not

    • B. 

      Use a “transitional” statement to keep the flow going

    • C. 

      Keep asking “open” questions until the customer asks for a coffee

    • D. 

      Go through the trilogy in a set order until all the information has been delivered

  • 4. 
    What is the key thing about any “feature” of Nespresso that you talk about to a customer?  Please mark all correct answers
    • A. 

      That the feature matches the “need” of the customer

    • B. 

      That every feature of the trilogy are covered

    • C. 

      That the feature has an individual “benefit” to the customer

    • D. 

      Talking about all the features is crucial to show that you are an “expert” on Nespresso

  • 5. 
    What THREE things do you demonstrate by “stating” a particular benefit  to a customer.  Please mark the three correct answers
    • A. 

      That you are a great communicator

    • B. 

      That your knowledge levels are high

    • C. 

      That you have indicated you have listened

    • D. 

      That you are professional in your presentation

    • E. 

      That Nespresso does what the customer needs it to do

    • F. 

      That Nespresso is product aimed just at them

  • 6. 
    How many features does it “generally” take to convince someone to buy?  Please mark one correct answer
    • A. 

      2 or 3

    • B. 

      1 or 2

    • C. 

      5 or 6

    • D. 

      More than 7

  • 7. 
    According to the module what kind of “proposition” helps you close a sale?  Please mark one correct answer
    • A. 

      An accepted proposition

    • B. 

      A considered proposition

    • C. 

      An assumptive proposition

    • D. 

      An alternative proposition

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