1.
Activities a company undertakes to promote the buying or selling of a product or service.
2.
The reasons why your prospects can't or won't buy your product or service.
3.
A protest designed to get out of the sales conversation with a bit of grace.
4.
A document that lists common objections and possible responses to them.
5.
Substitution Method: The algebraic method to solve simultaneous linear equations.
6.
Hurling a buyer's objection back as a reason for buying.
7.
A technique that permits the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits.
8.
A small group, problem-solving method for the study and resolution of social conflict.
9.
How reps make their quota and how businesses grow revenue.
10.
A potential customer's actions or behaviors that suggest an interest in buying a product or service.
11.
A technique used in selling to assess the buyer's readiness to make a purchase decision.
12.
A market order that is scheduled to trade at the close, at the most recent trading price.
13.
A closing technique in which the salesperson tries to get a quick commitment to a purchase by telling the buyer that the demand for the product is heavy and that only a limited quantity is left.
14.
The direct close, where you directly ask for the sale.
15.
A way to close a sale in which a salesperson explains services that overcome obstacles or problems.
16.
A hard sales closing technique that involves offering your recommendation as an expert for what would work best for the prospect's needs.
