Why should salesperson have many closing techniques

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Reference no: EM133635903

Questions

1. Is one type of sales resistance (eg need, price) more difficult to handle than another (eg source, product, time)? Give an example using a real-life situation.

2. Why should a salesperson have many closing techniques ready to use duing a sales call? Explain in detail using a real-life potential situation.

3. Explain in detail why relationship-enhancement activities are important. Provide a real-life potential situation.

4. Why is it important for a salesperson to ask a buyer what they want the salesperson to do when resolving the complaint? Provide a real-life potential situation.

5. Why is it important for a salesperson to establish expectations with a new customer? Explain in detail using a specific situation.

6. Can the LAARC method be used for all types of sales resistance? Explain in detail using a real-life potential situation with a customer.

7. Why do many salespeople seem to ignore after-sale activities that enhance the relationship? Give examples using possible situations where a salesperson did and did not use an after-sales activity opportunity.

8. Explain in detail the earning commitment techniques that secure commitment and closing by giving examples from a real-life personal situation.

9. Are there ever situations where the salespersonal can't overcome sales resistance? If so, provide a real-life potential situation. If not, explain why using a difficult selling situation.

10. Give three example approaches of the recommended approach for responding to ojections. Detail those three examples using a personal or potential real-list situation.

Reference no: EM133635903

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