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Mastering Sales Techniques for Fall 2004

Equip yourself with effective sales strategies and customer insights for successful transactions. Learn about product knowledge, customer motivations, decision-making processes, and closing techniques to boost your sales performance this fall season.

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Mastering Sales Techniques for Fall 2004

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  1. SALES MARKETING PROMOTIONS FALL 2004

  2. Knowing Your Product and Customer • Selling • Personal Selling • Business to Business Selling • Telemarketing • Feature Benefit Selling • Product Features • Customer Benefits

  3. Knowing Your Product and Customer • Customer Buying Motives • Customer Decision Making • Extensive Decision Making • Limited Decision Making • Routine Decision Making

  4. Preparation • Product Information • Industry Trends • Sources and Methods of Prospecting • Employer Leads • Telephone Directories • Trade and Professional Directories • Newspapers • Commercial Lists • Customer Referrals • Cold Canvassing

  5. Preparing for the SaleBusiness to Business • Does the prospect need this product or service? • Does the prospect have the financial resources to pay? • Does the prospect have the authority to buy?

  6. Preparing for the SaleRetail Selling • Straighten, rearranging, and replenishing the stock • Adjusting price tickets before and after special sales • Learning where stock is located and how much is available • Taking inventory • Arranging displays • General Up-Keep

  7. Initiating the Sale • Step One- Approach the Customer • Step Two- Determine Needs • Step Three- Present the Product • Step Four- Overcome Objections • Step Five- Close the Sale • Step Six- Suggestion Selling • Step Seven- Relationship Building

  8. Presenting the Product • Show and Tell • What products to show • What price ranges to offer • How many product to show • What to say

  9. Make the Presentation Come Alive • Displaying and Handling the Product • Demonstrating • Using Sales Aids • Involving the Customer

  10. Objections and Rejections • Welcome and Plan for Objections • Common Objectives • 4-step Process for Handling Objections • Specialized Methods for Handling Objections

  11. Closing the Sale • Timing the Close • Buying Signals • Trial Close • Recognize Closing Opportunities • Help Customers Make a Decision • Create an Ownership Mentality • Don’t Talk Too Much and Don’t Rush a Customer

  12. Specialized Methods for Closing the Sale • Which Close • Standing Room Only Close • Direct Close • Service Close

  13. Effective Selling • Suggestion Selling • Offer Related Merchandise • Recommend Larger Quantities • Call Attention to Special Sales Opportunities

  14. Relationship Marketing • Taking Payment/Taking the Order • Departure • Follow-Up • Evaluation

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