Question

1. What are the 7 steps in the Professional Sales Process? 2. What are the 4 types of Approaches? Briefly explain each. 3. What are the 7 types /examples of Valid Objections? ? 4. Describe the different strategies in handling customer objections? 5. What are the 5 techniques in the closing process? Give one example for each.

answer 5th only

Answer 1

5. Following are the techniques in the closing process:

1. Now or Never Closes

In this technique, the salespeople make an offer to the public including a special benefit that proposes immediate purchase. For example: “This is the last one at this price.

2. Summary Closes

In this technique, the Salespeople repeat the items the customers are hopefully purchasing (stressing on the value and benefits) to get the prospect to sign.

For example: “So we have the product X with a 10-year comprehensive guarantee, and the free delivery and installation service. When would be a good time to deliver?”

3. Question Closes

In this technique, the salesperson can close the sale in the form of a question that allows one to address prominent objections while receiving a commitment at the same time.

For example: “In your opinion, does what I am offering to solve the problem?”

4. Assumptive Closes

In this closing technique, the salesperson draws the power of positive thinking. It requires closely monitoring the prospect's interest, engagement, and objections throughout.

For example: "Did this presentation align with your expectations?

5. Soft Closes

In this technique, the salesperson soft close is a way to show the customer the benefit of the product and then ask a low-impact question to determine whether they'd be open to learning more.

For example, "If I could reduce maintenance by 25% and increase productivity by 15%, would you be interested in learning more?"