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Test Techniques for closing the sale: preparing a script
Agenda
QUESTION 1: WHAT IS THE MAIN FUNCTION OF HAVING A PREPARED SCRIPT AT THE CLOSING OF THE SALE?
Avoid interaction with the customer
Getting lost and straying from the main objective
Increase the chances of success in closing the sale
Generate misunderstandings and confusion during the process
QUESTION 2: WHY IS IT IMPORTANT TO HAVE A CLEAR AND CONCISE STRUCTURE IN A SALES CLOSING SCRIPT?
To complicate communication with the customer
To address all customer needs in a comprehensive manner
To keep the customer uninformed and confused
To organize ideas logically and convey them clearly and persuasively
QUESTION 3: WHAT SHOULD AN EFFECTIVE SCRIPT FOR HANDLING CUSTOMER OBJECTIONS INCLUDE?
Confusing and unsubstantiated answers
Techniques to ignore customer objections
Convincing and well-founded answers
Tips to avoid any type of objection from the client
QUESTION 4: WHAT SHOULD BE INCLUDED AT THE END OF A SALES CLOSING SCRIPT?
A clear and persuasive call to action
A detailed list of additional products or services
A summary of all the characteristics of the product or service
Leaving the customer with no options to continue with the process
QUESTION 5: WHAT SHOULD BE CONSIDERED WHEN CONDUCTING PRELIMINARY RESEARCH BEFORE WRITING A SCRIPT?
To know in depth the products and services of the competition
Understand the client's context, challenges and goals
Avoid any type of prior investigation
Failure to take into account the customer's needs
QUESTION 6: WHAT IS THE MAIN PURPOSE OF THE INTRODUCTION IN A SALES CLOSING SCRIPT?
Confusing the customer with irrelevant information
Address all the characteristics of the product or service
Capture the customer's attention and present the value proposition
Avoid any type of communication with the customer
QUESTION 7: WHY IS IT IMPORTANT TO ANTICIPATE CUSTOMER OBJECTIONS IN A SALES CLOSING SCRIPT?
To avoid any kind of convincing response
To discourage the customer from making decisions
To ignore the customer's concerns and move on
None of the above
QUESTION 8: WHAT ATTITUDE SHOULD YOU HAVE WHEN MAKING THE CALL TO ACTION IN A SALES CLOSING SCRIPT?
Be ambiguous and leave room for doubt
Being passive and not guiding the customer to closure
Be direct and assertive
Failure to make a call to action
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INCORRECT QUESTIONS
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