Selling Techniques – Steps To Closing (Module 12)

7 Questions | Total Attempts: 65

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Selling Techniques – Steps To Closing (Module 12)

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. The reason this is included is simple. The CLOSING process starts from the moment you greet the customer. The key to understanding the difference between “a demonstration” and “a demonstration with CLOSING at its core” is that the latter is focused towards one goal; a sale.


Questions and Answers
  • 1. 
    What is an “OPEN” question? Please select one 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 select one 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 select one 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 are the TWO key things about any “feature” of Nespresso that you talk about to a customer? More than one answer may be selected.
    • A. 

      That the feature matches the “need” of the customer.

    • B. 

      That every feature of the trilogy is 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 Indicate All.
    • A. 

      That you are a great communicator.

    • B. 

      That your knowledge levels are high.

    • C. 

      It indicates 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 select one 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 select one answer.
    • A. 

      An accepted proposition.

    • B. 

      A considered proposition.

    • C. 

      An assumptive proposition.

    • D. 

      An alternative proposition.

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