Beruflich Dokumente
Kultur Dokumente
COMPETITORS
PROSPECTING
REVIEW
PRICE/PROMOS
DISPLAY/AVAILABILITY
What are my What is the SRP? Know my display
available Is it included in well
products? the promotions? Place best sellers
How many pieces What are the at the back
do I have? payment plans? Know when there
What are their will be a
unique selling replenishment
points?
What need does it
fill for my
customer?
PREPARATION - Prospecting
Update on any
No: Introduce New Ask about the last
pending questions or
Arrivals purchase.
inquiry from last visit
OPENING
VALUE = PRICE
No HURRY
This is the hardest to close among 5
common reasons. We need to create an
urgency (now or never) or to give an
alternative date if not today.
No DESIRE