Sales Techniques and Strategies Flashcards

What is the purpose of a post-sale follow-up call?

Answer: To reinforce the customer's purchase decision and check satisfaction

Post-sale follow-up reduces buyer's remorse, increases satisfaction, and opens the door to future sales and referrals.

The concept of 'social proof' in sales means:

Answer: Leveraging testimonials, reviews, and peer behavior to build buyer confidence

Social proof reduces purchase risk in the customer's mind by showing that others like them have been satisfied with the product.

In the context of handling objections, 'acknowledging, then reframing' means:

Answer: Validating the concern and then redirecting focus to a relevant benefit

Reframing an objection as a reason to buy (e.g., turning 'it's too complex' into 'that complexity means it handles everything you need') is a core objection-handling skill.

A salesperson who focuses on long-term customer relationships rather than one-time transactions is practicing:

Answer: Relationship selling

Relationship selling prioritizes customer lifetime value, trust, and repeat business over single-sale revenue.

When is the best time for a sales associate to ask for a referral?

Answer: When the customer has expressed satisfaction with their purchase or experience

A satisfied customer is most likely to provide a referral at the peak of their positive experience, making post-purchase satisfaction the ideal moment.

The 'summary close' technique works by:

Answer: Recapping the key benefits the customer agreed with before asking for the order

Summarizing agreed-upon benefits reminds the customer of their own positive responses and builds momentum toward a natural close.

A customer's 'buying signal' is best described as:

Answer: A verbal or non-verbal cue indicating the customer is ready or close to making a purchase

Buying signals—such as asking about delivery time, touching the product, or inquiring about payment options—indicate readiness to buy and should prompt a close attempt.