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Test Techniques for closing the sale: offer first what the customer does not want
Agenda
QUESTION 1: WHAT IS THE PURPOSE OF FIRST OFFERING SOMETHING THAT THE CUSTOMER DOES NOT WANT?
Make the customer accept the first option
Make the second option look more attractive by comparison
Make the second option less attractive
Make the customer feel confused and not make any decision
QUESTION 2: WHAT IS THE TECHNIQUE OF FIRST OFFERING SOMETHING THAT THE CUSTOMER DOES NOT WANT?
On the principle of contrast
On the principle of conformity
On the principle of equality
On the principle of rejection
QUESTION 3: WHY IS IT IMPORTANT TO PRESENT THE LESS DESIRABLE OPTION IN A TRANSPARENT MANNER?
So that the customer does not consider it at all
To hide its characteristics and limitations
To establish the necessary negative benchmark
To prevent the customer from making a purchase decision
QUESTION 4: WHAT SHOULD BE EMPHASIZED WHEN PRESENTING THE SECOND OPTION?
The similarities between the two options
Weaknesses of the first option
The advantages of the less desirable option
Differences and advantages compared to the previous option
QUESTION 5: WHAT SUPPORT CAN BE USED TO BACK UP THE EFFECTIVENESS OF THE SECOND OPTION?
Scientific tests and market studies
Testimonials or success stories from previous clients
Competitor recommendations
Personal opinions of the seller
QUESTION 6: WHAT IS EMPHASIZED BY HIGHLIGHTING THE UNIQUE BENEFITS OF THE SECOND OPTION?
The negative aspects of the less desirable option
The customer's initial expectations
Customer needs and desires
The benefits of the first option
QUESTION 7: WHAT CAN BE OFFERED AS AN ADDITIONAL INCENTIVE TO MAKE THE SECOND OPTION MORE ATTRACTIVE?
A special discount
An increase in price
An additional payment option
None of the above
QUESTION 8: WHAT IS THE PURPOSE OF HIGHLIGHTING UNIQUE BENEFITS AND PROVIDING AN ADDITIONAL INCENTIVE?
Make the customer feel confused and not make any decision
Make the customer accept the first option
Make the customer lean towards the second option
Make the second option seem less attractive
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