1 / 14

The Selling Process

The Selling Process. Chapter 13. The Selling (Sales) Process. A step by step process a salesperson uses to help customers reach buying decisions & ensure satisfaction. 7 Steps of the Selling Process. Prepare to sell Approach the customer & establishing relationships Determine customer needs

timothy-salas
Télécharger la présentation

The Selling Process

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. The Selling Process Chapter 13

  2. The Selling (Sales) Process • A step by step process a salesperson uses to help customers reach buying decisions & ensure satisfaction.

  3. 7 Steps of the Selling Process • Prepare to sell • Approach the customer & establishing relationships • Determine customer needs • Prescribe solutions & present the product • Overcome objections • Close the sale • Reaffirm buyer-seller relationships

  4. 1. Preparing to Sell • Acquire product knowledge • Identify features & benefits • Generating sales leads • Prepare a sales presentation

  5. 2. Approaching the Customer & Establishing Relationships • Put the customer at ease by setting the mood or atmosphere • Encourage customers to want to hear about the product • Gain customer confidence • Create favorable impressions

  6. What your mother said is true . . .

  7. You never get a second chance to make a first impression!

  8. Methods for the initial approach: • Service Approach Method • Ask if assistance is needed. • “How may I help you?” • Greeting Approach Method • Salesperson welcomes the customer & establishes a positive atmosphere. • “Good morning.” • Merchandise Approach Method • Let the customer look around. When they show interest in a product, make a comment or ask a question.

  9. 3. Determining Customer Needs • Ask customer questions • Listen to their needs & wants • Observe customer reactions • Analyze customer reactions & comments

  10. 4. Prescribing Solutions & Presenting the Product • Offer solutions based on diagnosed customer needs • Show limited number to avoid confusion • Sell the benefits of the product • Present the product & demonstrate features that best satisfy customer needs • Concentrate on main item of interest to close the sale

  11. 5. Overcome Objections • Objection – A question or concern raised by customers after they have been shown a product. • Identify customer objections • Address specific concerns • Put the customer at ease by specifically answering their concerns

  12. 6. Close the Sale • Look for signals that the customer is ready to buy • Ask the customer for their business • Handle procedures to finalize the sale

  13. 7. Reaffirm Buyer-Seller Relationship • Help customers feel confident with their purchase • Follow up after time to assure customer satisfaction • Provide all contact info. for problems • Suggestion Selling – Often can suggest other products that compliment main purchase. (i.e. buy socks after the purchase of shoes)

  14. Selling Acronym • People (Prepare) • Are (Approach) • Nice (Needs) • So (Solutions) • Open (Objections) • Closed (Close) • Rooms (Relationships)

More Related