Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 25

Table of Contents

1. Do you think a salesman can be sincere and use "high pressure" methods at the same time?

2. Do you feel you are doing a customer a favor or imposing on her in urging her to come to a decision, particularly when grading-up?

3. A customer says: "I like this suite, but the price is a little more then I'd counted on paying." What is the best way of handling this customer to close a sale?

4. A customer says: "I've just about decided on this one, but I'd like my husband to see it." What is the right way to handle this situation? Should an attempt be made to close the sale then and there? What has been your experience?

5. A customer is sold on a modern suite, and has her mother with her. Her mother is not sold on modern furniture. How would you handle this situation?

6. A customer wants an Early American bedroom, is apparently satisfied with the suite, which happens to be birch, and asks: "Is it solid maple?" How do you answer?

7. If the president of the First National Bank and his wife came in at 5:30 to look at a dining-room suite, how would you handle the first 5 minutes of the conversation?

8. Select a bedroom suite from the floor selling for $99 and one selling at $179, and demonstrate the points of superiority in the more costly set?