MRKT 455 Lecture Notes - Lecture 13: Purchase Order, Sales Process Engineering, Assertiveness
Document Summary
When to pop the question: when the prospect is ready. Reading buying signals: anything a prospect says or does indicating they are ready to buy, ask questions, ask another person"s opinion, relaxes and becomes friendly, pulls out a purchase order form, carefully examines the merchandise. Make trial closes specific: an effective trial close refers specifically to what you"ve been discussing, how do you like our color selection, not, how does that sound? (too vague) Trial closes are not needs analysis or closing. Intended to obtain buyer feedback, not uncover needs: don"t ask is this important to you? , address negative feedback, but don"t dwell on it order but it does not ask for a commitment to buy, build on positive feedback. Therefore start the sales: we want what we think we can"t have, i"ll have to see if we have any left in the warehouse.
