* list and explain the 7 steps of selling * the sales process involves solving your customer’s...
TRANSCRIPT
*SELLING 101
*Objectives
*List and explain the 7 steps of selling
*Steps of a Sale
*The sales process involves solving your customer’s problems with your product
*Sales people play a vital role in the process
*They gather information about customers, advise them about which products best suit their needs, and then lead them to a decision to buy
*Depending on the consumer’s decision making process, a sales person may or may not go through ALL steps of a sale
*STEP 1
*Approach the Customer – AKA “The Sales Opening”
*Greeting the customer Face-to-Face
*FIRST IMPRESSIONS ARE EVERYTHING
*Never stereotype – Treat them as individuals
*Show interest by maintaining eye contact
*Learn and USE the customer’s name when possible
*STEP 2
*Determine Needs
*Learning what the customer is looking for in order to decide what products to show and which product features to present first in the next step of the sale
*It is the salesperson’s job to uncover their customers’ problems or reasons for wanting to buy
*Could be obvious, could take work
*STEP 3
*Present the Product
*Educating the customer about the product’s features and benefits, as well as its advantages over the competition
*First step is to figure out what product/products to show your customer & then think about what to say and how to say it
*SHARE your expertise of the product
*You have the solution to the customer’s needs
*STEP 4
*Overcoming Objections
*Learning why the customer is reluctant to buy, providing information to remove that uncertainty and helping the customer to make a satisfying buying decision
*Objections – concerns, hesitations, doubts, complaints, or other reasons a customer has for not making a purchase
* Should be seen as positive
* They give feedback and provide more opportunity to present more information to the customer
*STEP 5
*Close the Sale
*Getting the customer’s positive agreement to buy
*There are many different techniques to close a sale
*STEP 6
*Perform Suggestive Selling
*Suggesting additional merchandise or services that will save your customer money or help your customer better enjoy the original purchase
*Helps increase customer satisfaction and increases sales for the business
*STEP 7
*Build Relationships
*Following up by creating a means of maintaining contact with the customer after the sale is completed
*Maintaining a clientele is necessary for repeat sales
*QUESTIONS?
*You may…or may not…have a QUIZ
the next time I see you…