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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

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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
    • store/company
    • and list their techniques/qualities
  • After we discuss the bell ringer, please turn this sheet of paper in for in class credit 
the selling process

The Selling Process

Sports and Entertainment Marketing

objectives
Objectives
  • Describe the steps of the selling process.
  • Practice the selling process by preparing a role-play sales situation.
definition of selling
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
think pair share
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)

personal selling
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
steps of the sale
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.
steps of the sale1
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

step 1 approach
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
step 2 determine needs
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
step 3 present product
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
step 4 overcome objections
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
step 5 close the sale
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
step 6 suggestion selling
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
step 7 relationship building
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