selling. making a sale selling: –one of the seven functions of marketing –personal and direct...
TRANSCRIPT
SellingSelling
Making a Sale• Selling:
– One of the seven functions of marketing– Personal and direct way of communication
with the customer to assist with the decision to buy
– Customer focused– Consumers are free to choose, but selling
helps to influence the choice!
Keys to Successful Selling• Good information about the product• Good personal skills since this is a personal
activity• Good training programs• Knowing the customer is essential• Developing on-going relationships with
customers is a key to continued business
$$$ in Sales Professions
• Salespeople are usually paid on commission– % of what is sold– Outstanding salespeople can make very
good salaries– Expect a base salary plus % commission or
bonus structure
The Steps in the Sales Process
• Pre-approach• Approach• Determine the Need• Demonstrate• Answer Questions• Close the Sale• Suggest Selling• Follow-Up
Pre-approach
• Completed before the customer even has contact with the salesperson
• Salesperson must have complete product knowledge
• Salespeople must also have knowledge of the customer and their needs (value, brand awareness, latest fashion, etc)
Approach
• How the salesperson approaches the customer
• When to approach the customer is different for each person so a salesperson has to be able to determine WHEN to approach the customer
• Acknowledging the person is a great place to start
Determine the Need
• Determine what is a need/want in the customer’s life
• Great salespeople listen for clues as to the customer’s needs
Demonstrate
• Show benefits of the product to the customer
• How does the product/service fill the need or want in their life?
Answer Questions
• This is the time for the salesperson to gain the confidence of the customer
Close the Sale
• Balance between making it easy to buy the product/service and not feeling pressured to buy
Suggest
• Suggestion selling: offering additional related items
• Offer additional items that will increase the customer’s satisfaction level with the product being purchased
Follow-Up
• Contact after the sale can bring customers back when they are ready to buy again
• Thank you notes, follow-up phone calls to see how customer is enjoying the product/service
True Selling
• It is an art• It is hard to learn, although, it comes
natural to some people