Selling Techniques – Steps To Closing (Module ?)

7 Questions | Total Attempts: 123

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Selling Techniques – Steps To Closing (Module ?)

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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