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Identify the goals of Selling.

Eagle Challenge. Identify the goals of Selling. Learning Target. Initiating the Sale. The Sales Process. The seven steps of a sale The importance and purposes of the approach in the sales process How business-to-business sales representatives conduct the initial approach

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Identify the goals of Selling.

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  1. Eagle Challenge Identify the goals of Selling. Learning Target

  2. Initiating the Sale

  3. The Sales Process • The seven steps of a sale • The importance and purposes of the approach in the sales process • How business-to-business sales representatives conduct the initial approach • The three initial approach methods used by retail salespeople

  4. Steps of a Sale • Approaching the customer • Determining needs • Presenting the product • Overcoming objections • Closing the sale • Suggestion selling • Relationship building

  5. Approaching the Customer • The first face-to-face contact with the customer. • Can make or break a sale • Sets the mood or atmosphere • Establishes a relationship

  6. What your mother said is true . . .

  7. You never get a second chance to make a first impression!

  8. The Approach in Business-to-Business Selling • Set up an appointment • Introduce yourself with a firm handshake and a smile. • Be more personal with customers you know. • Use good opening statements with new customers.

  9. The Approach in Retail Selling • If customer is in a hurry, approach quickly. • If customer is undecided, let them look. • Encourage customers to look around and to ask questions.

  10. Methods for the initial approach: Service Approach Method • Ask if assistance is needed. • “May I help you?” • Problem – customer says, “I’m just looking.” • Instead, ask “How may I help you?”

  11. Greeting Approach Method The salesperson welcomes the customer “Good morning.” Establishes a positive atmosphere.

  12. Merchandise Approach Method Let the customer look around. When they show interest in a product, the salesperson makes a comment or asks a question. The most effective approach because it gets the customer talking about the merchandise he/she may be interested in.

  13. Why determining needs is important: • Customer needs are related to buying motives. • When customer needs are met, the salesperson experiences a feeling of success.

  14. When to Determine Needs: As early in the sales process as possible, usually right after the approach

  15. How to Determine Needs • Observing – Nonverbal communication (body language such as facial expressions, hand motions, and eye movement.)

  16. How to Determine Needs • Listening – Helps you pick up clues

  17. How to Determine Needs • Questioning – Gets the customer talking • Begin with general questions about intended use. • Then ask Who, What, How questions

  18. Guidelines for Questioning • Do ask open-ended questions that encourage talking • Do ask clarifying questions to make sure you understand needs • Don’t ask too many questions in a row – customer may feel cross-examined • Don’t ask questions that might embarrass or put the customer on the defensive

  19. Words to KNOW. Sales Contract Selling Point Commission Cold Canvassing

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