Bell Work 8/26/15 List the three types of approaches

Initiating the Sale Chapter 13 Selling – Matching the customers needs and wants to the features and benefits of a product.

The Approach Make or Break a sale within 1 st few minutes. Three purposes: 1) Begin conversation. 2) Establish relationship. 3) Focus on the product.

Service Approach The salesperson ask the customer if he or she needs assistance. “How may I help you?” Use open-ended questions. Remind customers to ask any questions later on.

Greeting Approach Welcomes them to the store. Sets positive atmosphere, smile. Name places you experience this. Use rising tone in your voice.

Merchandise Approach Usually most effective initial approach because it focuses attention on the product. Goes right to the feature and benefits of the product. Asks questions about the product customer is showing interest in.

Conversation Skills Walk up and start talking about merchandise without asking if they want assistance. Give info that is not apparent to the eye. Inform them about value, popularity or features.

Cereal Box Name of cereal Name of cereal company Pic/Celebrity Slogan Name of partners Border