Includes suggestion selling, making credit arrangements, following through on assurances and promises, and dealing effectively with complaints. Increased repeat business and referrals. B. Adopt counselor style. C. Asking questions I . Ask appropriate questions.
Good questions draw out the customer's perceptions.
Four common types of questions are used in selling. Probing questions encourage prospect to reveal opinions and views that have a bearing on the potential sale. Summary confirmation questions help clarify an confirm buying conditions - things that must be fulfilled before the sale can be closed. D. Eliminate unnecessary questions - have a thorough knowledge of the company before you present. E. Listening and acknowledging the customer's response.