December 05

Class Starter Question: What are some things a sales rep can do to "kill the sale" or prevent them from closing? 

-Phase Five: Reaching Closure

A. Identify customer resistance

B. Listen to the customer’s point of view to identify the real objection

C. Restate the objection to be sure that you understand it

D. Don’t argue with customer

E. Review the buyer benefits

F. Close the sale

G. Complete all paperwork

Closing the sale

Test 3 Rubric

You will prepare today and test on Thursday. I will gve you the product today - you must have it with you on Thursday

We will go in alphabetical order - you will knock on the door and I will answer it and the test will begin.