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WorksheetsChapter 14: Product Presentation
Total questions: 15
Worksheet time: 5mins
How do you avoid overwhelming your customer?
Show them a medium-priced product.
Show them no more than 3 products at a time.
Tell them to take their time looking at products.
Talk to them about the product's features and benefits.
Define objections.
words the average customer can understand.
objects.
honest reasons a consumer has for not buying anything.
Define a objection analysis sheet.
doubts.
words that the average customer can understand.
a document that lists common objections and possible answers to them.
a list of rules
What should you do when you don’t know the customer’s price range?
show them the best products you have, even if they’re really high in price.
let them find products on their own
ask them how much money do they have with them.
begin showing them medium-priced products
What are Layman terms used for?
For customers that speak a different language.
words that the customer can understand better.
The third-party method is when you have 3 workers working with one customer.
true.
false.
The substitution method involves recommending a different product that would satisfy the customer’s needs.
true.
false.
What is the boomerang method?
brining the objection back to the customer as a selling point.
to restate something in a different approach.
throwing the product and seeing if it will come back to you.
When can objections occur?
once a month.
two times a week.
anytime of the day.
every other week.
What type of tone should you approach the customer with?
like your trying to outwit the customer.
a friendly, understanding tone.
like your trying to hurry and get home.
have a bad attitude and treat people very harsh.
The denial method is when the customers objection is based on the truth.
true.
false.
In any given sales situation, how likely is it that you’ll use all 7 methods of handing objection?
very likely.
unlikely.
What is the question method?
a technique in which you question the customer to learn more about the objections.
to question the customer about what they like to do in their spare time.
to ask them about why they came to your establishment.
What is the true definition of the denial method?
reasons why your establishment needs to be shut down.
information about how good your business is.
when the customer’s objections are based on misinformation.
big buildings.
Make sure the customer knows that your listening and paying attention to their objections.
true.
false.
