1 / 16

BRO Time: 4 Minutes

BRO Time: 4 Minutes. Thinking back to a time when you have purchased a product from a salesman (shoe, phone, clothing, etc), what qualities and techniques made this sales person successful in getting you to purchase the product? On a sheet of paper identify the following: the product

vevay
Download Presentation

BRO Time: 4 Minutes

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. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. BRO Time: 4 Minutes • Thinking back to a time when you have purchased a product from a salesman (shoe, phone, clothing, etc), what qualities and techniques made this sales person successful in getting you to purchase the product? • On a sheet of paper identify the following: • the product • store/company • and list their techniques/qualities • After we discuss the bell ringer, please turn this sheet of paper in for in class credit 

  2. The Selling Process Sports and Entertainment Marketing

  3. Objectives • Describe the steps of the selling process. • Practice the selling process by preparing a role-play sales situation.

  4. Definition of Selling Selling is… Personal selling is… • the process of matching customer needs and wants to the features and benefits of a product or service • any form of direct contact between a salesperson and a customer

  5. Think, Pair, Share Talk with the partner at your table and discuss this question…. How are “selling” and “personal selling” different? (Discuss answers as a class)

  6. Personal Selling • Key Characteristic: two-way communication • Where does it take place? • Retail settings (consumer shopping) • Business-to-business (from one business to another business) • Telemarketing

  7. Steps of theSelling Process

  8. Steps of the Sale • There are sevensteps in the selling process. • For business to business sales, there is an additional step to start off the selling process called the pre-approach.

  9. Steps of the Sale 1. Approach 2. Determine needs 3. Present product 4. Overcome objections 5. Close the sale 6. Suggestion selling 7. Relationship building

  10. Step 1: Approach What do you do? Why? • Greet the customer face-to-face • To begin conversation • To establish a relationship with the customer • To set the mood for the other steps of the sale

  11. Step 2: Determine Needs What do you do? How? • Learn what the customer is looking for • Observe – nonverbal communication • Listen – make eye contact, don’t interrupt • Question – general questions (5 W’s) and open-ended questions

  12. Step 3: Present Product What do you do? How? • Educate the customer about the product’s features and benefits • Based on the customer’s needs, select as many as 3 products to share. • Display-Handle the product • Demonstrate it or use sales aids • Involvecustomers

  13. Step 4: Overcome Objections What? How? • Learn why the customer is reluctant to buy • Provide information to remove uncertainty • Help the customer make a satisfying buying decision • Listen carefully • Acknowledge Objections • Restate Objections • Answer the Objection

  14. Step 5: Close the Sale Get customer’s positive agreement to buy What do you do? How? • Look for buying signals, things customers do/say to indicate a readiness to buy • Buying signals include: • facial expressions • body language • comments Tips for Closing the Sale • Narrow down choices • Use ownership words like “you” and “your” • Don’t talk too much or rush

  15. Step 6: Suggestion Selling What do you do? How? Suggest additional merchandise or services that will save your customer money or help your customer enjoy the original purchase • Up-Selling • Cross-Selling • Special Sales Opportunities

  16. Step 7: Relationship Building What do you do? How? Create a means of maintaining contact with the customer after the sale • Efficient order processing • Thank the customer and reassure them of their purchase • Follow-Up (when needed) • Keep a Client File

More Related