LG MBA 9120 - Manual (Page 3)

3
W HAT W ILL Y OU S AY ?.................................................................................................................................12
1. Product Demonstration....................................................................................................................12
2. Customer Benefit.............................................................................................................................12
3. Referral ............................................................................................................................................13
4. Question...........................................................................................................................................13
5. Survey..............................................................................................................................................13
NEED DISCOVERY ..................................................................................................................................14
P
REPLANNED
Q
UESTIONS TO
D
ISCOVER
B
UYING
M
OTIVES
...........................................................................14
C USTOMER R ESPONSE ...................................................................................................................................14
P
RESENTATION
S
TRATEGY
S
ELECTION
:.........................................................................................................14
DEMONSTRATION ..................................................................................................................................15
W HAT I W ILL S AY (I NCLUDE B ENEFIT ) ........................................................................................................15
W
HAT
I
OR THE
C
USTOMER
W
ILL
D
O
...........................................................................................................15
F EATURE TO B E D EMONSTRATED ..................................................................................................................15
Touch Screen ............................................................................................................................................15
Ultra quiet ................................................................................................................................................15
** ..............................................................................................................................................................15
TV .............................................................................................................................................................15
Internet .....................................................................................................................................................15
Cook Book ................................................................................................................................................15
Calendar ...................................................................................................................................................16
Messages...................................................................................................................................................16
Photo Album .............................................................................................................................................16
Self diagnostics.........................................................................................................................................16
NEGOTIATIONS .......................................................................................................................................17
C
USTOMER
’
S
C
ONCERN
.................................................................................................................................17
T YPE OF C ONCERN ........................................................................................................................................17
P
OSSIBLE
R
ESPONSE
......................................................................................................................................17
CLOSING ......................................................................................................................................................19
C LOSING C LUE (P ROSPECT )...........................................................................................................................19
C
LOSING
M
ETHOD
.........................................................................................................................................19
C LOSING S TATEMENT (S ALESPERSON ) ..........................................................................................................19
SERVICING THE SALE .........................................................................................................................21
W HAT W ILL I S AY OR D O FOR THE C USTOMER .............................................................................................21
P
OST
-
SALE
C
OURTESY
C
ONTACTS
(F
REQUENCY
, I
TEMS TO DISCUSS
, N
EW OFFERINGS
) ...............................21
M ETHOD OF A DDING V ALUE .........................................................................................................................21
Suggestion Selling: ...................................................................................................................................21
Cross-Selling: ...........................................................................................................................................21
Follow-Through: ......................................................................................................................................21
Follow-Up: ...............................................................................................................................................21