+
Related Flashcards
Cards In This Set
| Front | Back |
|
Ask the Manager Close
|
Use manager as authority
|
|
Bonus Close
|
Over delighter to clinch the deal (20% discount) (sizzle the deal)
|
|
Compliment Close
|
Flatter them into submission ("that looks good on you")
|
|
Empathy Close
|
Empathize with them, then sell to your new friend
|
|
Exclusivity Close
|
"Not everyone can buy this/ qualify for this"
|
|
Valuable Customer Close
|
Offer them a special "valued customer" deal
|
|
Hard Close
|
"Which color did you want? Black or White?"
”Would you like the X or the Y model?”
“Do you want to use your Mastercard or Visa?”
|
|
Soft Close
|
"We can actually put it on your bill, did you want to just do that?"
"Just get it now and if you don’t like it you can bring it back in 14 days risk free."
|
|
Reverse Jones
|
Customer impulses themselves with jones effect ("my mom has a Jambox and she loves it!"). this can be good and bad. good = close, bad = Listen Learn Lead
|
|
Future Talk
|
“So your saying if I get this, I CAN charge my phone in the house and talk on it through this box while I'm outside?"
|
|
Direct Sale
|
“I want to but a case"
|
|
Silence (after a solid pitch & attempt to close)
|
Customer thinking (never interrupt, you will talk your way out of the sale)
|
|
Body Language
|
Touching the chin, looking off into space, holding the device for longer than a few seconds, etc.
|
|
Asking Questions
|
Multiple questions about a specific product or service shows interest
|
|
Open to Build a Relationship
|
Customer is open to being friendly and extra conversation (open to us CPR-ing) this can also be seen as "flirting"
|
