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Sales and Service

Sales and Service. Chapter #8. Original Power Point Created by Casey Osksa Modified by Georgia Agricultural Education Curriculum Office June 2002. What techniques are used to get a customer to buy?. 1) Straight forwardly ask for the order. This technique is used most often.

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Sales and Service

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  1. Sales and Service Chapter #8 Original Power Point Created by Casey Osksa Modified by Georgia Agricultural Education Curriculum Office June 2002

  2. What techniques are used to get a customer to buy? • 1) Straight forwardly ask for the order. This technique is used most often. • 2) Reduce the choices. This helps combat confusion. • 3) Assume it is time to close. Watch for clues (will it be cash or charge) • 4) Summarize the selling points. • 5) Suggest an urgency such as the product is selling fast.

  3. What are some reasons that sales fail? • 1) Trying to force the sale • 2) Assuming the customer is not going to buy. • 3) Hurrying the customer. • 4) Leaving one customer to help another. • 5) Being discourteous

  4. What are some questions to ask yourself when a sale is lost? • 1) Did I smile and greet the customer pleasantly? • 2) Was my personal appearance acceptable? • 3) Did I have confidence in myself? • 4) Did I show knowledge of the product? • 5) Did I talk too much?

  5. What are some questions to ask yourself when a sale is lost? • 6) Did I overcome objections? • 7) Did I correctly demonstrate the use of the product? • 8) Was any question raised that I could not answer? • 9) Did I mention the availability of service? • 10) Did I recognize when it was time to close the sale?

  6. Why do some customers not return? • 1) Not providing service on a previous sale • 2) A competitor offers a better deal • 3) No one convinced the customer to buy • 4) Use of high-pressure sales tactics • 5) Salesperson had a poor attitude

  7. What do you do after the close? • 1) Reassure the customer. • 2) Make sure the customer receives a receipt • 3) Make the necessary arrangements for delivery • 4) Suggest other items that might be related to the purchased item • 5) Follow up the sale by contacting the customer later to determine their level of satisfaction

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