Topic 6: B2C Sales Flashcards Preview

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Flashcards in Topic 6: B2C Sales Deck (12)
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1

non-verbal percentage

93%

2

sensory forms

visual (40%), auditory (40%), kinaesthetic (20%)

3

searching their needs SPNCMF

- Security
- Pride
- Novelty (curiosity, dream)
- Comfort (convenience)
- Money
- Friendliness

4

the inquiring question

- it allows you to provide more thoroughness about your shopper’s thoughts
- it is made so as to provide more information on the issue, to know more about it
- it is used following an open question
- it often starts with:
- when
- why
- what do you mean by
- could you explain to me
- regarding

5

select the products to be shown

never show one, max. 3

6

list of reasons adapted to the customer

- rational reasons (technical, thoughtful, ex. quality, price)
- irrational reasons (fashion, sentimental emotions, ex. colour, aesthetics)

7

how to deal with customers making objections (4)

- make questions to bring down the objection
- illustrate in concrete terms the proposed advantages
- clear away the misunderstanding, explain again
- go back to the customers priority needs

8

sandwich technique

give the price priced by a characteristic and followed by an advantage the is appropriate to the customer’s needs

9

division technique

divide the price by an element (time, quantity, or other) minimizing the purchase price and making it more attractive

10

alternative technique

- between two products

11

relativization technique

- sell the function, its use

12

confidence technique

- revel to the customer the price components