1. Types of Selling • __________________ – no interaction between people • __________________ – direct interaction between people

2. Buying Motives • _______________ Buying Motives – customers make a conscious decision based on reasonable ideas • _______________ Buying Motives – decision is made by the way product makes you feel

3. Feature/Benefit Selling • Turning features into concepts that the customer wants to buy • _____________ – physical aspects of the product • _____________ – advantages customers get from the features

4. Types of Decision Making • ________________ – much thinking, need a lot of info • Usually a product that has not been bought before • ________________ – need little info to make decision • Purchased before but not on a regular basis • _______________– very little info needed • Buy on a regular basis

5. Steps of The Sale • __________________________ • __________________________ • __________________________ • __________________________ • __________________________ • __________________________ • __________________________

6. Pre-approach • Getting ready for the sale • _____________________ • Qualify a Prospect • Product Knowledge • Sources

7. Approach • Face to face encounter with customer • Types of greetings • ______________– “Hello” or “Good Afternoon • Acknowledge the customer’s presence • Service – offers assistance • “May I help you?” • ________________ – make a comment or question about product • “Have you seen our new DVD players?”

8. Determining Wants and Needs • Uncover reason for buying • Methods • ____________________________ • _____________________________ • _____________________________

9. Presentation • Show and tell about product • Try to involve all five _______________ • Taste, smell, feel, see, and hear • Get product in customer’s _____________ • Use __________________ selling

10. Handling Objections • Objection – reason for not buying • Excuse – insincere reason for not buying Categories • __________________________ • __________________________ • __________________________ • __________________________ • __________________________

11. Close • Obtain a positive agreement to buy ABC’s of Closing • A___________ B_________ C_________ • Trial Close

12. Suggestion Sell • Sell additional goods or service Benefits • Continued _________________ • ______________ customers • You make more ________________