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Focuses on the customer's needs and addresses the issue with the appropriate product or service. Use when customers are seeking solutions to specific problems.

Involves asking Situation, Problem, Implication, and Need-payoff questions to guide the customer through the sales process. Employ when the sale is complex and you need to understand the customer's needs deeply.

Salesperson acts as an advisor and focuses on creating value and trust with the potential customer, providing expert advice. Best used when selling high-value products or services.

Encourages customers to purchase complementary or related products to what they are already buying. Use when customers have purchased a product and may benefit from additional ones.

Persuades customers to buy a higher-end product than the one they are considering. Recommended when customers are interested in a product but might benefit from a premium version.

Selling based on product value, such as benefits or ROI, rather than price. Use when your product has clear, demonstrable value over competitors.

Introducing a higher-priced item first to make the actual price seem more reasonable. Use when initiating pricing discussions or presenting multiple options.

Assuming that the customer has already decided to purchase and moving straight to the sales close. Best used when the customer shows clear buying signals.

Asking questions that lead the customer to state their own needs or concerns, and then addressing them to close the sale. Effective when the customer is hesitant or has objections.

Using testimonials or case studies from other customers to persuade a new customer of the value of your product. Utilize when customers are uncertain and seek validation from others.

Creating urgency by suggesting that the customer will miss out on a product or deal if they don't act quickly. Use during promotions or when a product is in high demand.

Suggesting that the customer might not be the right fit for the product, thereby increasing its perceived value and desirability. Best when the customer is indecisive or playing hard to get.

Starting with a small request to pave the way for a larger sale. Effective when building a new customer relationship or introducing a new product.

Beginning with a large request that is likely to be refused to make the actual smaller request seem more reasonable. Employ when you expect resistance to a sale or negotiation.