Selling Techniques - The Basics (Module 10)

1. In the introduction which areas of Nespresso should always be mentioned after you have greeted the customer? One answer.

Coffee, Limited Editions, Machine Service

Coffee, Machines, Club

Machines, Coffee, Competition

Online Ordering, Ecolaboration, Machines

After greeting the customer in the introduction, it is important to mention the areas of Nespresso that should always be mentioned, which are Coffee, Machines, and Club. This ensures that the customer is aware of the different coffee options available, the range of machines they can choose from, and the benefits of being part of the Nespresso Club.

Explanation

After greeting the customer in the introduction, it is important to mention the areas of Nespresso that should always be mentioned, which are Coffee, Machines, and Club. This ensures that the customer is aware of the different coffee options available, the range of machines they can choose from, and the benefits of being part of the Nespresso Club.

2. What key words are missing in the following introduction: Let me introduce Nespresso a ____A____ coffee concept built on THREE pillars. It is a combination of an espresso, ____B___ , a capsule containing ____C_____ roast and ground coffee, and an exceptional ____D_____ we call the Nespresso Club designed to provide ____E_____ service to our members.

A

B

C

D

E

Submit

3. What is the value of planning you conversation with customers? One answer

It means you can anticipate problem areas and jump in before they mention them.

It means you can give one "sales speech" without the need for questioning the customer.

It means you can set up the subsequent conversation in a positive and intriguing way having laid a solid foundation.

Planning your conversation with customers allows you to set up the subsequent conversation in a positive and intriguing way by establishing a solid foundation. This means that you can anticipate potential problem areas and address them before the customer mentions them, leading to a smoother and more effective conversation. It also allows you to tailor your approach and presentation to the customer's needs and preferences, increasing the chances of a successful outcome. Overall, planning helps to create a positive and engaging experience for the customer, enhancing the overall quality of the conversation.

Explanation

Planning your conversation with customers allows you to set up the subsequent conversation in a positive and intriguing way by establishing a solid foundation. This means that you can anticipate potential problem areas and address them before the customer mentions them, leading to a smoother and more effective conversation. It also allows you to tailor your approach and presentation to the customer's needs and preferences, increasing the chances of a successful outcome. Overall, planning helps to create a positive and engaging experience for the customer, enhancing the overall quality of the conversation.

4. Which technique can we use to put aside a question that might interrupt the flow of our demonstration?

Picking

Pushing

Pulling

Parking

Parking is the technique that can be used to put aside a question that might interrupt the flow of our demonstration. By parking a question, we acknowledge its importance but delay addressing it until a more appropriate time. This allows us to maintain the flow and focus of the demonstration without getting sidetracked by unrelated questions.

Explanation

Parking is the technique that can be used to put aside a question that might interrupt the flow of our demonstration. By parking a question, we acknowledge its importance but delay addressing it until a more appropriate time. This allows us to maintain the flow and focus of the demonstration without getting sidetracked by unrelated questions.

5. To the question "I think Nespresso far too expensive", what should we say? Please indicate all correct answers.

Compare the price of a Nespresso coffee to the coffee shops coffee.

Explain that the price is high because it has to reflect the image of an exclusive brand.

Explain that no coffee is wasted with Nespresso and therefore is cost effective compared to loose coffee badly stored.

The packaging is very expensive and keeps the costs high

The correct answers are "Compare the price of a Nespresso coffee to the coffee shops coffee" and "Explain that no coffee is wasted with Nespresso and therefore is cost effective compared to loose coffee badly stored." These answers provide valid explanations for why Nespresso may seem expensive. By comparing the price to coffee shop coffee, it can be shown that Nespresso may actually be more affordable. Additionally, by highlighting that no coffee is wasted with Nespresso, it can be argued that it is a cost-effective option compared to loose coffee that may not be stored properly.

Explanation

The correct answers are "Compare the price of a Nespresso coffee to the coffee shops coffee" and "Explain that no coffee is wasted with Nespresso and therefore is cost effective compared to loose coffee badly stored." These answers provide valid explanations for why Nespresso may seem expensive. By comparing the price to coffee shop coffee, it can be shown that Nespresso may actually be more affordable. Additionally, by highlighting that no coffee is wasted with Nespresso, it can be argued that it is a cost-effective option compared to loose coffee that may not be stored properly.

Submit

6. To the question "why can't I buy your capsule in supermarkets", what should we say? Please indicate all correct answers

The supermarkets would not stock Nespresso as it is a rival to their own coffee brands.

Nespresso is a premium brand with premium status and not a high street brand.

Direct delivery guarantees freshness, quality and range availability that shops may not be able to achieve.

It would be too expensive to retail through shops and stores.

The capsule needs to be stored away from light.

Nespresso is not available in supermarkets because it is considered a premium brand and not a high street brand. Supermarkets usually stock their own coffee brands and would not want to promote a rival product. Additionally, Nespresso prefers direct delivery to ensure freshness, quality, and availability of their range, which may not be achievable in shops.

Explanation

Nespresso is not available in supermarkets because it is considered a premium brand and not a high street brand. Supermarkets usually stock their own coffee brands and would not want to promote a rival product. Additionally, Nespresso prefers direct delivery to ensure freshness, quality, and availability of their range, which may not be achievable in shops.

Submit

7. According to the training module what are the links recommended for introducing the Nespresso Club with an iPad via the coffee demonstration?

A B C D E

A

B

C

D

E

Submit