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