Case 11.1
1. We would take option B and try to close the sale right now. If the buyer is giving the indication that he would like the product in 3 months, bring up the fact “Why not now?” and offer to ship it later when they need it more. This way they will not be taking up storage space and both parties win. The buyer has admitted that it would solve his problems, so rephrase his own words and try to get a sale as soon as possible.
2. The other two alternatives have too much room for error. If you call back in three months, a lot can change, other competitors could have tried to alter his decisions, and or the problem could have been remedied some other way. Calling back in a month as opposed to making a personal visit to get an order together also leaves the time factor on the table. You will also be going a full month without the revenue that could have been gained earlier with a sale.
Case 12.2
1. C
2. My second choice would be to follow his suggestion, this is because he clearly did business with him in the past and knows how he is. My third choice would be ignore you friend and try the second close. This is because; it is hard to ignore a friend that gave you factual information, along with the having to probe and attempt the second close.
Case 12.3
1. Selling techniques
Salesperson: Summary of benefits, Trial close
Buyer:
Salesperson: Assumptive close
Buyer:
Salesperson: Third party objection technique, Trial close
Buyer:
Salesperson: Compliment close, Alternative choice close
Buyer:
Salesperson: Five questions method 1 (Good reasons)
Buyer:
Salesperson: Five questions method 2 (Additional reasons?)
Buyer:
Salesperson: Five questions method 3 (Suppose you could convince yourself)
Buyer:
Salesperson: Summary of benefits
Buyer:
Salesperson: Standing room only
Buyer:
Salesperson: Pass up
2. Regarding Chris’s strengths, they had to be the five questions method for meeting objections and his uses of different...