Inspired Sale - Product Presentation, Closing, Follow-Up Flashcards
Which of the following are effective tools for presenting product? (select all that apply)
a) Using the manufacturer’s room visualizer to see a digital representation of the product in the customer’s space
b) Moving the board around the space so the customer can see it against the furniture, walls, and in different light
c) Using black “L’s” – made by cutting a black photo mat
d) Put the board against the wall and throw a dart at it
a) Using the manufacturer’s room visualizer to see a digital representation of the product in the customer’s space
b) Moving the board around the space so the customer can see it against the furniture, walls, and in different light
c) Using black “L’s” – made by cutting a black photo mat
How can you make the product presentation more interactive? (select all that apply)
a) Let the customer move the boards around the room
b) Bring all the samples boards from the van into the house so they can look at everything
c) Let the customer move the black “L’s” around the board to pick color
d) Have the customer touch and feel the boards
e) Make the customer go to the mobile flooring showroom and pick out the boards for themselves.
a) Let the customer move the boards around the room
c) Let the customer move the black “L’s” around the board to pick color
d) Have the customer touch and feel the boards
Which of the following is an effective way to sell to the sense of touch?
a) Explain the Features, Advantages, and Benefits of a board that feels good
b) Have the customer feel the board
c) Tell the customer that the board feels good
d) Describe the feel from across the room
b) Have the customer feel the board
What is the purpose behind starting your product presentation with, “I chose this for you because you said…”
a) To prove that you can memorize a statement word for word
b) To communicate that you heard the customer’s needs and that this product meets those needs.
c) To blame the customer if everything goes wrong
d) To show the customer how silly their request was
b) To communicate that you heard the customer’s needs and that this product meets those needs.
Smell is a powerful sense. What can you do to avoid the wrong smells. (select all that apply)
a) Go easy on personal fragrances
b) Avoid smoking in the mobile flooring showroom
c) Place a clothespin on the customer’s nose
d) Use breath mints.
a) Go easy on personal fragrances
b) Avoid smoking in the mobile flooring showroom
d) Use breath mints.
When presenting price to the customer, how many ways to pay should be presented?
a) 1 – Only accept cash. Cash is king.
b) 2 – Personal Check or Payments
c) 3 – Checks, payments, and credit cards
d) Give the customer a full list – cash, check, credit card, payments, Venmo, CashApp, etc.
b) 2 – Personal Check or Payments
If the customer objects to the price, what is the next move?
a) Give up. Leave the house.
b) Stay at the table. Show other options or find a payment plan that works.
c) Agree with the customer. Our price is too high. No one would ever buy floors from us.
d) Thank the customer for their time. E-mail them the proposal. Better luck next time.
b) Stay at the table. Show other options or find a payment plan that works.
What are your odds of landing the job if you do not ask for the sale?
a) Somewhere between slim and none
b) 10-20%
c) 20-30%
d) Over 30%
a) Somewhere between slim and none
How would you respond if the customer asks you, “Do you take credit cards?”
a) “I can take a credit card, but I will have to add a service charge”
b) “No. We don’t take credit cards because the banks charge us a fee”
c) “If I could do that for you, could we get your job started?”
d) “Yes”
c) “If I could do that for you, could we get your job started?”
