Sales Presentation Upon completion of this unit you will be expected to conduct an actual sales presentation, demonstrating mastery of each step of the sales process. To prepare for this activity, you will need to research a product of your choice and prepare a written feature-benefit chart for it.

There are 8 steps in the selling process. These 8 steps spell out Padpocsr: Pre-Approach Approach Determine needs Present the merchandise Overcome objections Closing the sale S R

CLOSING THE SALE Obtaining positive agreement from the customer to buy. All of your efforts up to this point have involved helping your customer make buying decisions. Closing the sale should be a natural part of the sales process.

TIMING THE CLOSE You should close the sale when the customer is ready to buy. When moving through the selling process you should look for buying signals. Buying Signals – things customers do or say to indicate a readiness to buy. Buying Signals Include - facial expressions, body language actions, and comments

If you are not sure if a customer is ready to buy you may attempt a trial close. A trial close is an initial effort to close the sale. Trial closes are beneficial for two reasons. First, even if the close does not work you will learn from the attempt. Second, if the trial close does work, you will reach your goal of closing.

GENERAL RULES FO CLOSING THE SALE You must always remember the A,B,C’s of selling: A lways B e C losing Professional salespeople start closing the sale the first moment they begin talking to the customer.

Professional salespeople rely on proven and tested techniques to close the sale. Many of them also have the same behavioral traits. They radiate enthusiasm throughout the sales process They are sincere and confident They truly wan to help solve their customers’ problems They enjoy their profession They watch for early buying signals and close as soon as possible They constantly practice sale-closing techniques Salespeople follow simple guidelines including recognizing opportunities, helping customers make decisions, and creating an ownership mentality of the customer.

Recognize closing opportunities - objections that have been resolved, effective product presentations, dramatic product presentations(look for high customer interest. Help customers make a decision – narrow selections, summarize features and benefits Create an ownership mentality – use words that indicate ownership such as you and yours

SPECIALIZED METHODS FOR CLOSING THE SALE Which close – encourages a customer to make a decision between two items Standing room only close – used when a product is in short supply or when the price will be going up in the near future Direct close – a method in which you ask for the sale Service close – explains services that overcome obstacles or problems

FAILURE TO CLOSE THE SALE Experienced salespeople are able to capitalize on defeat and come away from an unsuccessful selling experience with something to show for it. It is important to keep in mind that a customer who does not make a purchase today is still a prospect for future business.