Phase In 3/1/17
Establish ratio
A customer stops at a Jeep dealership to request some brochures about the latest model Jeep
Reaching closure
A real estate agent says, "This is the only house in the neighborhood that has a swimming pool. May I make an appointment to discuss closing costs
Prescribing solutions
A salesperson carefully removes a watch from a display case to show it to a customer. The watch is then gently placed in the customers hands
Establish ratio
A salesperson says to a customer, "How are you today, Mr. Miller?"
Preparing to sell
An industrial equipment salesperson goes to a training class to learn as much as possible about the products she will be selling
Preparing to sell
An insurance salesperson spends time researching potential customers for certain type of life insurance policy
Reaching closure
During the demonstration of an iPad, a customer told the salesperson. "It looks to complicated - I don't believe I could learn how to use it"
Discovering client needs/wants
Lawrence is interested in buying a new car, he wants one that is easy to drive economical
