Bell work vocab quiz
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Bell Work Vocab Quiz. 2.09: Sales Process. Ways to increase the likelihood of making a Sale. Two Handouts. Agenda. Grade Economics Quiz Sales Process Packet Steps 1 -4 Should be completed Formal Assessment Grade Role playing steps 1 – 7. Sales Process Packet.

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Bell Work Vocab Quiz

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Bell work vocab quiz

Bell Work Vocab Quiz


2 09 sales process

2.09: Sales Process

Ways to increase the likelihood of making a Sale


Two handouts

Two Handouts


Agenda

Agenda

  • Grade Economics Quiz

  • Sales Process Packet

    • Steps 1 -4 Should be completed

  • Formal Assessment Grade

    • Role playing steps 1 – 7


Sales process packet

Sales Process Packet

  • Sources of Product Information

  • Approaching the customer

    • Greeting

    • Service

    • Merchandise

  • Determine Customer Needs

    • Observe

    • Listen

    • Questioning & Engaging

  • Feature & Benefit Chart

  • Objections

    • Need, Product, Source, Price, & Time

    • Substitution, Boomerang, Question, Superior-Point, Denial, Demonstration, & Third Party

  • Close

    • Which, Standing Room Only, Direct, Service

  • Suggestion Selling

    • Cross, Up, & Special Sales Opportunities

  • Build CRM

    • Follow-up, Customer Service, Client File, Evaluate Sales Effort


Selling

Selling

  • Sellingis the process of matching a customer needs and wants to the features and benefits of a product or service.

    • The salesperson is the individual who gathers information about the customer

    • Advises the customer about which products best suit their needs.

  • Sales process is broken down into four parts

    • Preparing for the sale

    • Initiating the sale

    • Presenting the product

    • Closing the sale


Preapproach prospecting product information

Preapproach, Prospecting & Product Information


Preparing for the sale

Preparing for the Sale

  • Preapproach is getting ready for the face-to-face encounter in a selling situation.

    • Everything you do to prepare yourself to sell a product

  • Approach is the actual face-to-face meeting.


Preapproach

Preapproach

  • Industry Trends

    • Read articles, attend workshops, stay current

  • Researching potential customers

  • Becoming familiar with company policies and procedures

  • EMPLOYER LEADS:

    • Your employer gives you ideas on who to contact

    • Telemarketing & Trade Shows

  • TELEPHONE DIRECTORIES:

    • White and Yellow Pages

  • TRADE & PROFESSIONAL DIRECTORIES:

    • Thomas Register of American Manufacturers

  • NEWSPAPERS

    • Birth announcements, Engagements

  • COMMERCIAL LISTS

    • Lists purchased for potential customers

    • Usually breaks down your customers according to demographics


Preapproach methods

Preapproach Methods

  • CUSTOMERS REFERRALS:

    • Satisfied Customers

  • Ask for names from customers – Endless Chain method

  • COLD CANVASSING

    • Random and without appointment

      • Telephone random numbers

      • Door-to-door business contacts


  • Step one

    Step One:

    • Take 5 minutes to complete 2.08

      • Be clear about your answer

      • http://www.online-stopwatch.com/


    Steps of a sale

    Steps of a Sale

    • Approaching the customer

    • Determining needs

    • Presenting the product

    • Overcoming objections

    • Closing the sale

    • Suggestion selling

    • Relationship building

    • Selling is a process

      • http://www.youtube.com/watch?v=bH4zIyGi6mk&NR=1n


    Sales approach

    Sales Approach

    • A salesperson can make or break a sale in the first few minutes with a customer

    • Initial approach is critical

      • First face-to-face contact you have with the customer

      • Customer passes judgment

      • Will set the tone for the entire sales process

      • Need to be sincere and enthusiastic

      • Display good eye contact

      • Approach needs to be timed wisely


    Purposes of the approach

    Purposes of the Approach

    • To begin conversation

    • To establish a relationship with the customer

    • Focus on the merchandise


    The approach in retail selling

    The Approach in Retail Selling

    • If customer is in a hurry, approach them quickly.

    • If customer is undecided, let them look around.

    • Encourage customers to ask questions.


    3 4 sales approaches

    3 (4) Sales Approaches


    Sales approach 1 service approach

    Sales Approach #1: Service Approach

    • Service Approach:

      • The salesperson will ask the customer if they need assistance

        • “May I help you with something?”

        • “How may I help you?”

      • Salesperson should ask an open ended question that encourages the customer to tell you what they want.

      • Used when customer is in a hurry or if you are an order taker for a routine purchase


    Sales approach 2 greeting approach

    Sales Approach #2: Greeting Approach

    2. Greeting Approach:

    • Simply welcome a customer to the store

    • Can be formal or informal

      • “Good Morning”

      • “Good Afternoon”

    • If you know the customers name, use it

    • Establishes a positive atmosphere and opens the lines of communication.

    • Be Upbeat & Friendly


    Store greeters

    Store Greeters

    • Greeting the Customer

      • Walmart

        • Edward: http://www.youtube.com/watch?v=34ghKM42Cg0

        • Military: http://www.youtube.com/watch?v=P80ds67zw1I

      • Meijer

        • http://youtu.be/rgCWyRYZZAY

      • What two things should do when greeting a customer:

        • http://www.youtube.com/watch?v=RHkz_Cf4KL0


    Sales approach 3 merchandise approach

    Sales Approach #3: MerchandiseApproach

    3. Merchandise Approach

    • The salesperson makes a comment or asks a question about a product in which the customer is interested.

    • Can only be used when a customer is stopped and looking at a specific product

      • Ex: “Is that the size you need?”

      • Ex: “Are you interested in a specific color?”

      • Ex: “That video game is rated E.”

    • Often leads to you explaining features and benefits of a product


    Sales approach 4 combination approach

    Sales Approach #4: CombinationApproach

    4. Combination Approach:

    Combination Approach will combine at least two of the other sales approaches

    • “Welcome to Hollister, we have a sale on all jeans today.”

    • “That shirt enhances your eyes, would you like to try it on?”


    Bell work vocab quiz

    A salesperson’s focus should be to determine the CUSTOMER’S NEEDS as EARLY in the sales process as possible


    Types of customers

    Types of Customers

    • There are three types of customers

      • Decided

        • Customer knows what they want to buy

        • Can be identified by the way they walk, expression in their eyes / face, & tone of voice

      • Undecided

        • Customer doesn’t know what they want to buy

        • Salesperson helps them make up their mind

      • Just-looking

        • Most difficult customer to sell to

        • Can be decided or undecided but don’t want salesperson assistance


    Which approach

    Which Approach….


    Types of approaches cont

    Types of Approaches cont…


    Step 2 determine customer needs

    Step 2: Determine Customer Needs


    Buying motives

    Buying Motives

    • Emotional: Buying based on feelings

    • Rational: Buying based on logic or reasoning

    • Patronage: A preference for a store or brand

      • Appearance of store

      • Proximity of store

      • Preference of brand; loyal customer


    Open ended questions feature benefit chart

    Open Ended Questions & Feature – Benefit Chart

    • Questions that require a constructed response from customer

    • Should not forced or able to choose between options

      • Yes / No

      • Blue / Red / Green

      • If they can respond in one word you’ve FAILED!


    Kid salesman

    Kid Salesman

    • Ticket out the door:

      • What type of greeting did he use?

      • What method was used to determine customer needs?

      • What closing technique best describes the kid salesman’s approach to closing the sale?

      • http://www.youtube.com/watch?v=hxCHEJSHOBE


    Sales project

    Sales Project

    • Pick groups v. Teacher picks group

      • 3-4 students per group

    • Written Component

    • Video &/or Role Play


    Sales process packet1

    Sales Process Packet

    • Sources of Product Information

    • Approaching the customer

      • Greeting

      • Service

      • Merchandise

    • Determine Customer Needs

      • Observe

      • Listen

      • Questioning & Engaging

    • Feature & Benefit Chart

    • Objections

      • Need, Product, Source, Price, & Time

      • Substitution, Boomerang, Question, Superior-Point, Denial, Demonstration, & Third Party

    • Close

      • Which, Standing Room Only, Direct, Service

    • Suggestion Selling

      • Cross, Up, & Special Sales Opportunities

    • Build CRM

      • Follow-up, Customer Service, Client File, Evaluate Sales Effort


    Which approach1

    Which Approach….

    Greeting

    Merchandise

    Merchandise

    Greeting

    Merchandise

    Merchandise

    Merchandise

    Greeting


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