Selling is
Download
1 / 25

SELLING IS: - PowerPoint PPT Presentation


  • 140 Views
  • Uploaded on

SELLING IS:. Assisting the Customer in Making a Wise Buying Decision. WHAT TYPES OF HELP DO CUSTOMERS EXPECT FROM SALESPEOPLE?. Types of Customers:. decided undecided just-looking. THE SALESPERSON’S MOST IMPORTANT FUNCTION IS SELLING. http://www.youtube.com/watch?v=LtXw1eKYAww.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about ' SELLING IS:' - taniel


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
Selling is

SELLING IS:

Assisting the

Customer in

Making a Wise

Buying Decision



Types of customers
Types of Customers:

  • decided

  • undecided

  • just-looking


THE SALESPERSON’S MOST IMPORTANT FUNCTION IS SELLING

http://www.youtube.com/watch?v=LtXw1eKYAww


Salespeople can provide assistance to their customers by
Salespeople Can Provide Assistance To Their Customers By:

  • Asking questions

  • Assisting customer in selecting product

  • Demonstration product features

  • Explaining customer benefits

  • Answering customer objections

  • Asking the customer to buy

  • Suggesting additional merchandise

  • Reassuring the customer


Sources of product information
Sources of Product Information

  • merchandise itself

  • salespeople

  • customers

  • personal experience

  • merchandise publications

  • other sources


B u s i ness
BUSINESS

“In business, the U comes before the I.”

http://www.youtube.com/watch?v=cnVf2FGALhY


Purpose of the approach
PURPOSE OF THE APPROACH:

  • Welcome the customer

  • Gain the customer’s confidence and trust

  • Direct the customer’s attention to the product

http://www.youtube.com/watch?v=NK51QkROpos

http://www.youtube.com/watch?v=I6dWyRD7Lvc&feature=related


Types of customer approaches
TYPES OF CUSTOMER APPROACHES

  • Merchandise approach

  • Welcome approach

  • Service approach

http://www.youtube.com/user/MissyQuest#p/u/14/nrHF_eBYdtk

http://www.youtube.com/user/MissyQuest#p/u/19/UFtsnTh1hoU


Qualifying your customer
QUALIFYING YOUR CUSTOMER

  • Observe your customer

  • Give a selling statement

  • Ask questions

  • Listen to your customer


Principles of effective listening
PRINCIPLES OF EFFECTIVE LISTENING

  • Prepare to listen

  • Stop talking and listen

  • Pay attention

  • Look and act interested

  • Don’t interrupt

  • Give customer time to think

  • Use listening responses

  • Practice listening


A product feature
A Product Feature…

  • is anything you can:

    -See or hear

    -Feel or touch

    -Smell or taste

  • answers the question: What is It?


A buyer benefit
A Buyer Benefit…

  • Is a gain, satisfaction, or personal benefit received by the customer.

  • Answers the question: What does it mean to me? Or how will I benefit?


Types of qualifying questions
TYPES OF QUALIFYING QUESTIONS

  • WHO will use the product?

  • WHAT does your customer expect from the product?

  • WHERE will the product be used?

  • HOW will the product be used?

  • WHEN is the product needed?

  • WHAT are your customer’s likes and dislikes?

    http://www.youtube.com/watch?v=r8Q5tRUsUeo


CUSTOMERS BUY BENEFITS!

http://www.youtube.com/watch?v=8kZg_ALxEz0&feature=related


Buying decision objections
Buying Decision Objections

  • product

  • Place

  • Price

  • Time

  • quantity


How to answer customer objections
HOW TO ANSWER CUSTOMER OBJECTIONS

  • Listen to the objection

  • Pause before answering

  • Show empathy for your customer

  • Restate the objection

  • Answer the objection


Techniques for answering objections
Techniques for Answering Objections

  • Yes, but

  • Direct denial

  • Superior point

  • Boomerang

  • Question

  • Demonstration

  • Third-party

  • Close on an objection


WHEN TO CLOSE THE SALE:

BUYING SIGNALS


Closing techniques
CLOSING TECHNIQUES

  • Ask-Your-Customers-To-Buy Close

  • Choice Close

  • Assumption Close

  • Advantages-and-Disadvantages Close

  • Premium Close

  • Last-Chance-To-Buy Close

  • Standing-Room-Only Close

  • Testimonial Close

  • Objection Close

  • Related-Merchandise Close

  • Others


Suggestion selling is
Suggestion Selling Is…

  • A personal service to the customer.

  • A reminder to customers of needed merchandise.

  • A help to customers in satisfying their needs and wants.

  • A benefit to the business, salesperson, and customer.


What to suggest to your customers
WHAT TO SUGGEST TO YOUR CUSTOMERS

  • Related Merchandise

  • New Merchandise

  • Larger Quantities of Merchandise

  • Better Quality Merchandise

  • Merchandise Specials

  • Merchandise for Special Occasions


How to make customer suggestions
How To Make Customer Suggestions

  • Close the original sale first

  • Make the suggestion from the customer’s point of view

  • Make a specific suggestion

  • Demonstrate the benefits of the suggested merchandise

http://www.youtube.com/watch?v=4zakyg3thfY


Quizlet 2 08 2 09

Quizlet – 2.08 & 2.09

2.08

http://quizlet.com/6997966/mktg-207-2011-flash-cards/

2.09

http://quizlet.com/7216591/mktg-208-c-2011-flash-cards/

http://quizlet.com/7216286/mktg-208-b-2011-flash-cards/

http://quizlet.com/7215578/mktg-208-a-2011-flash-cards/


Sales process project
Sales process project


ad