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Initiating the Sale

Initiating the Sale. Ch. 13 ME. Section 13 .1. The Sales Process. The Selling Process. Approach the customer Determining needs Presenting the product Overcoming objections Closing the sale Suggestion selling Relationship building. Approach in Business-to-Business Selling.

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Initiating the Sale

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  1. Initiating the Sale Ch. 13ME

  2. Section 13.1 The Sales Process

  3. The Selling Process Approach the customer Determining needs Presenting the product Overcoming objections Closing the sale Suggestion selling Relationship building

  4. Approach in Business-to-Business Selling Use the pre-approach Salesperson sets up an appointment Initial approach depends on your prior dealings with the customer Prior research on the prospect is necessary

  5. Approach to Retail Selling Service Approach – the salesperson asks the customer if he or she needs assistance Greeting Approach- the salesperson simply welcomes the customer to the store Merchandise Approach – the salesperson makes a comment or asks questions about a product in which the customer shows interest

  6. Section 13.2 Determining Needs in Sales

  7. How to Determine Needs • Three ways to Determine Needs: • Observing • Nonverbal communication – is expressing yourself without the use of words • Listening • Helps you pick up clues to the customer’s needs • Questioning and Engaging the Customer

  8. How to Refine Your Questions • Open-ended Questions– are those that require more than a yes or no answer • Do’s • Ask open-ended questions that encourage customers to do the talking • Ask clarifying questions to make sure you understand customer’s needs • Don’t • Ask too many questions in a row • Ask questions that might embarrass customers or put them on the defensive

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