Question

The four (4) goals of Closing the Sale are:

1. Isolate and overcome customer's real objections
2. Create a sense of urgency and exclusivity
3. Properly turn to a manager for additional incentives or discounts
4. Make a sale by addressing customer concerns and reinforcing the value proposition

Answer 1

The foot-in-the-door technique is a sales strategy where smaller requests are made first to increase the likelihood of customers agreeing to larger requests. This technique takes advantage of psychological principles to influence customer behavior.

Step-by-step explanation:

The foot-in-the-door technique is a sales strategy used by store owners to convince customers to make larger purchases by first making smaller requests. In the example of buying a smartphone, the salesperson suggests purchasing the best data plan, and after the customer agrees, they then suggest the three-year extended warranty. This technique takes advantage of the psychological principle of commitment and consistency, as agreeing to the initial request makes the customer more likely to agree to the larger request.

When salespeople are aware that a buyer intends to purchase a certain model, they may try to get the customer to pay for many or most available options on the product, such as a fully loaded car. By convincing the buyer of the benefits and safety features of the additional options, the salesperson increases the likelihood of making a larger sale.