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Chapter 5. Write to Sell with a Five-Ste... > Recognize the S.A.L.E.S. Technique

Recognize the S.A.L.E.S. Technique

Now review the sales presentation and answer the following questions:

1: How did the salespeople get Chris’ and Lee’s attention?

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A: Salespeople got customers’ attention by asking a question: “Which team are you rooting for?”
2: What background essentials and unique advantages were pointed out?

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A: Essentials and features were answered by the five Ws:

What channels the TV gets

Who makes it

When it can be shipped

Where to get service

Why you should own it

3: What benefits were presented?

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A: Benefits:

TV is on sale

It is the latest technology

You need to keep up with the Joneses

4: How did the salespeople evaluate and counter objections?

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A: Countering objections:

Refrigerators are on sale too

Orthodontist can be paid over time

If you lose your job, you can enjoy this TV

5: What kind of sign-off was used?

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A: Sign-off: Salespeople offer a choice of finishes, delivery, and payment options.




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