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The Sales Process

The Sales Process. The Steps to the Sales Process. Pre-Approach Approach Determine Needs Presenting the Product Handling Questions and Objections Closing the Sale Suggestive Selling Reassuring and Follow-up. Step #1 -The Pre Approach. Observing and getting ready to sell

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The Sales Process

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  1. The Sales Process

  2. The Steps to the Sales Process • Pre-Approach • Approach • Determine Needs • Presenting the Product • Handling Questions and Objections • Closing the Sale • Suggestive Selling • Reassuring and Follow-up

  3. Step #1 -The Pre Approach • Observing and getting ready to sell • A customer walks into your store and you observe what they are looking at before you greet them. • You’re a home improvement business and you drive around the neighborhood to observe which houses require home repairs.

  4. 3 Types of Customers Undecided Just Looking Decided

  5. What is prospecting? • Finding potential customers

  6. Examples of Prospecting • Wedding Pictures: • Look in newspapers for wedding announcements • Roof Repair: • Door to Door/Drive by/Telemarketing • Golf Vacations: • Mailing list for Golf Digest • Memberships to Courses

  7. Terms to Know • Referrals • Potential customer names given by previous customers • Cold Canvas • Randomly searching for customers. • Drive by • Telemarketing

  8. 2nd Step – The Approach • The 1st communication between salesperson and customer

  9. Two of the Four Types of Approaches • 1) Service HOW can I help you? • 2) Greeting Hi welcome to Wal-Mart

  10. Two of the Four Types of Approaches • 3) Merchandise I noticed you were looking at our latest in pottery. • 4) Combination Hello, we have a special today buy 2 shirts get the 3rd one ½ off!

  11. Which Approaches ? SERVICE APPROACH DECIDED CUSTOMER • The decided customer doesn’t require your help. They know what they want and they are ready to buy. • Timing: You must move quickly. • The decided customer will hold (take possession) of the product. • The decided customer may be headed toward the check out.

  12. Which Approaches ? MERCHANDISE APPROACH UNDECIDED CUSTOMER • The undecided customer will require your patience. They will have many questions, and will require product information. • Never give this customer to many choices, they will have a hard time making a decision. • Timing: Allow them to look first then approach

  13. Which Approaches ? MERCHANDISE APPROACH JUST LOOKING CUSTOMER • The just looking customer will require your patience. They like to be left alone. • Timing: Allow them to look – Go slow.

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