post training day 2

transition

acknowledge- preface with a benefit-asking appropriate question transition- transition/discovery

DISCOVERY

HP SOLUTION PRICE RANGE TIME FRAME

Drill down discovery -wants -needs -interest -timeframe -price range -360 use of the device

what is full solution?

offering vs. positioning solution

offer-random off positioning- giving full details and benefits in getting the products

words of confidence -definitely -this will -absolutely -I know

words of non confidence

-i think -probably -it should

''ALWAYS BE CHECKING'' CHECKING THE CUSTOMER IF THEY ARE STILL INTERESTED

''Questioning funnel''

Positioning summary

-always recommend a complete solution based of their needs -use of words of confidence -checking along way to ensure you are on the right path

Handling objection

side-stepping objection- merely convincing the customer not to worry about it for the time being resolving objection- take care of the concern, so it won't come back up later. ( offer care pack/ guarantee)

resolving an objection

-acknowledge the objection -attempt to resolve

4 P's

-primarily -product -personalize -positive energy

summarize and assume the sale

-summarize the solution with benefits -assume the sale -ask for the sale

for closing which address we are going to deliver the item which card are we gonna be using

buying signals

-is this easy to set up? -I have my credit card ready -I like the sound of that -It will be great to have nice printer to print my photos

*Closing Summary'' complete the transaction with the customer

TOTAL CUSTOMER EXPERIENCE

-Be easiest company to do business with! -be a company that customers can trust and count on! -have employees and partners