Week 8: Obtaining commitment

Question 1

What is closing?

Answer 1

• Asking for a buyer´s business

Question 2

How should a closing be?

Answer 2

• It should be natural
• It should be a logical progression of the sales consultation
• It should be done by winning buyers commitment
• This enables a close

Question 3

5 elements for successfully obtaining commitment

Answer 3

1. Positive attitude
2. Customer set pace
3. Be assertive, not aggressive
4. Right items in right amount

Question 4

What is some effective methods to “close the deal”. (6)

Answer 4

1. Direct requests:
   - Ask for it
2. Benefit summary:
   - Reminds the buyers of the products features
3. Balance-sheet methods:
   - List of yes and no / pros and counts
4. Probing method:
   - Ask questions “what it”
5. Alternative choice:
   - Give alternatives to the buyers
6. Trial offers
   - Trial period

Question 5

What is a quantitative discount?

Answer 5

• A single - order discount

Question 6

What is a cumulative discount?

Answer 6

• A discount over a longer period

Question 7

What is a credit term discount? (2 different)

Answer 7

• 2/10, n/30 discount - deduct 2 percent from the bill if it is paid within 10 days from the date of income. (otherwise the full amount must be paid within 30 days)
• 20/10, EOM discount: 10 day period begins at the end of the month