LG Electronics MBA 9120 manual Demonstration, Negotiations, Closing

WHAT WILL YOU SAY?		12
1.	Product Demonstration	12
2.	Customer Benefit	12
3.	Referral	13
4.	Question	13
5.	Survey	13

NEED DISCOVERY	14
PREPLANNED QUESTIONS TO DISCOVER BUYING MOTIVES	14
CUSTOMER RESPONSE	14
PRESENTATION STRATEGY SELECTION:	14

DEMONSTRATION	15
WHAT I WILL SAY (INCLUDE BENEFIT)	15
WHAT I OR THE CUSTOMER WILL DO	15
FEATURE TO BE DEMONSTRATED	15
Touch Screen	15
Ultra quiet	15
**	15
TV	15
Internet	15
Cook Book	15
Calendar	16
Messages	16
Photo Album	16
Self diagnostics	16
NEGOTIATIONS	17
CUSTOMER’S CONCERN	17
TYPE OF CONCERN	17
POSSIBLE RESPONSE	17
CLOSING	19
CLOSING CLUE (PROSPECT)	19
CLOSING METHOD	19
CLOSING STATEMENT (SALESPERSON)	19
SERVICING THE SALE	21
WHAT WILL I SAY OR DO FOR THE CUSTOMER	21
POST-SALECOURTESY CONTACTS (FREQUENCY, ITEMS TO DISCUSS, NEW OFFERINGS)	21
METHOD OF ADDING VALUE	21
Suggestion Selling:	21
Cross-Selling:	21
Follow-Through:	21
Follow-Up:	21

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