15080259
Beschreibung
Karteikarten von AdminSupport OneSource, aktualisiert more than 1 year ago
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Erstellt von AdminSupport OneSource
vor etwa 6 Jahre
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| Frage | Antworten |
| Direct Closes are simply asking the customer if they want to buy. Practice using a Direct Close with your trainer. Remember to highlight a great feature that meets the customer's needs right before going for the close. | Does the close meet the Direct Close criteria? Work with your trainer on the wording of your close so that it is smooth and direct. |
| Minor Point Closes are focused on an accessory or a smaller accompanying product (i.e. batteries). Practice using a Minor Close with your trainer. Remember to mention an accessory's or smaller product's role in the solution. | Does the close work? Have your trainer show you how saying, "Let me show you where (smaller item) is" can help move the sale to a close, because it is assuming the purchase. |
| Assumptive Closes assume the customer wants to buy the product. Practice using the Assumptive Close with your trainer. Remember to say how perfect the product is based on the customer's needs. | Does the close fit the Assumptive Close criteria? Talk with your trainer about how the Home Depot Credit Card can assist you in closing sales. This method is similar to the Direct Close but uses a softer tactic. |
| Trial Closes are a two-step process: First ask if the product, "looks like it would work for you/your family." Then, follow up with one of the other close techniques you've learned. Practice the Trial Close with your trainer and always start with, "Do you think," as the first step of the process. | Are you able to follow the Trial Close process? Which close technique did you use for the second step on the Trial Close process? Is it the right approach? Work through the options and find which one is most comfortable for you. |
| Alternative Closes provide an either/or situation, rather than a yes/no situation. Focusing on color, size, etc. is perfect for this type of close. Practice using the Alternative Close with your trainer. Remember to use phrasing like, "Would you like the ______ in white or black?" | How does the close work? Are you offering good alternatives? Talk to your trainer about how offering an either/or close is better than yes/no. |
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