1 / 16

The Selling Process

The Selling Process. Introduction to Business & Marketing February 7, 2011. 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….

torn
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 Introduction to Business & Marketing February 7, 2011

  2. Objectives • Describe the steps of the selling process. • Practice the selling process by preparing a role-play sales situation.

  3. Definition of Selling

  4. 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.

  5. Personal Selling • Key Characteristic: two-way communication • Where does it take place? • Retail settings • Business-to-business (B2B) • Telemarketing

  6. Steps of theSelling Process

  7. Steps of the Sale • There are seven steps in the selling process. • For B2B sales, there is an additional step to start off the selling process called the pre-approach.

  8. Steps of the Sale • Approach • Determine needs • Present product • Overcome objections • Close the sale • Suggestion selling • Relationship building

  9. 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

  10. 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

  11. 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 • Involve the customer

  12. 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 Specific Methods • Substitution • Demonstration • Third-Party

  13. Step 5: Close the Sale What do you do? How? Get the customer’s positive agreement to buy • Look for buying signals, things customers do/say to indicate a readiness to buy • Buying signals include facial expressions, body language, and comments. Tips for Closing the Sale • Narrow down choices • Use ownership words like “you” and “your” • Don’t talk too much or rush

  14. 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

  15. 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

  16. The Selling ProcessRole-Play Assignment We will go over the assignment sheet together. You may pick your partner for this assignment – make good decisions & do the assignment well! You will have the rest of class to prepare today. We will present at the beginning of next class!

More Related