Sales Techniques and Strategies Flashcards

What is the primary goal of the 'trial close' in a sales conversation?

Answer: To gauge the customer's readiness to buy without demanding a decision

A trial close tests the customer's buying temperature using soft questions like 'How does that sound so far?' without pressuring them.

A customer who repeatedly buys from you and refers others is best described as a:

Answer: Loyal advocate

A loyal advocate not only makes repeat purchases but actively promotes the brand through referrals, representing the highest stage of customer loyalty.

When a salesperson adjusts their communication style to match the customer's pace and personality, this is called:

Answer: Mirroring

Mirroring builds rapport by reflecting the customer's tone, pace, and body language, making them feel understood.

Which stage of the sales process involves researching and identifying potential customers?

Answer: Prospecting

Prospecting is the first step in most sales processes, focused on finding qualified potential buyers.

A customer says 'This is too expensive.' The best first step is to:

Answer: Acknowledge the concern and ask what budget they had in mind

Clarifying the budget reveals whether the objection is about price, value perception, or a misunderstanding of what's included.

The 'assumptive close' works by:

Answer: Behaving as though the customer has already decided to purchase

The assumptive close moves forward with the transaction using language that presupposes agreement, such as 'Should I wrap that up for you?'

Which metric best measures the effectiveness of a salesperson's ability to convert prospects into buyers?

Answer: Conversion rate

Conversion rate measures the percentage of prospects who become paying customers, directly reflecting sales effectiveness.