Selling Techniques – Steps To Closing (Module ?)

An "OPEN" question is a question that needs more than a one-word answer. This type of question encourages the respondent to provide a detailed and thoughtful response, rather than a simple "yes" or "no" answer. Open-ended questions promote conversation, exploration, and the sharing of ideas and information. They allow for a deeper understanding of a topic and encourage the respondent to express their thoughts and opinions.

Building rapport with a customer is important because it develops trust, which is crucial in the sales process. When a customer trusts a salesperson, they are more likely to be open to their recommendations and suggestions. Trust also helps in building long-term relationships with customers, leading to repeat business and referrals. By establishing rapport, salespeople can create a comfortable and positive environment for the customer, making them more likely to make a purchase.

The correct answer is 2 or 3. When trying to convince someone to buy something, it generally takes presenting them with 2 or 3 key features that highlight the benefits and value of the product or service. This approach allows for a focused and concise presentation of the most compelling aspects, making it more likely to persuade the individual to make a purchase.

By "stating" a particular benefit to a customer, you demonstrate that you have indicated you have listened, that Nespresso does what the customer needs it to do, and that Nespresso is a product aimed just at them.

The best way to keep the conversation with the customer moving along is to use a "transitional" statement to keep the flow going. This means using phrases or statements that smoothly transition from one topic or question to another, ensuring a continuous and engaging conversation. By using transitional statements, the conversation remains dynamic and avoids any awkward pauses or stagnant moments.

An assumptive proposition helps you close a sale because it assumes that the customer has already made the decision to purchase the product or service. By presenting the proposition in a way that assumes the sale, it creates a sense of urgency and encourages the customer to take action. This approach is effective because it nudges the customer towards making a decision rather than leaving them with the option to consider alternatives or delay the purchase.

The key thing about any "feature" of Nespresso that you talk about to a customer is that the feature matches the "need" of the customer and that the feature has an individual "benefit" to the customer.