Selling

Making a Sale Selling: –One of the seven functions of marketing –Personal and direct way of communication with the customer to assist with the decision to buy –Customer focused –Consumers are free to choose, but selling helps to influence the choice!

Keys to Successful Selling Good information about the product Good personal skills since this is a personal activity Good training programs Knowing the customer is essential Developing on-going relationships with customers is a key to continued business

$$$ in Sales Professions Salespeople are usually paid on commission –% of what is sold –Outstanding salespeople can make very good salaries –Expect a base salary plus % commission or bonus structure

The Steps in the Sales Process Pre-approach Approach Determine the Need Demonstrate Answer Questions Close the Sale Suggest Selling Follow-Up

Pre-approach Completed before the customer even has contact with the salesperson Salesperson must have complete product knowledge Salespeople must also have knowledge of the customer and their needs (value, brand awareness, latest fashion, etc)

Approach How the salesperson approaches the customer When to approach the customer is different for each person so a salesperson has to be able to determine WHEN to approach the customer Acknowledging the person is a great place to start

Determine the Need Determine what is a need/want in the customer’s life Great salespeople listen for clues as to the customer’s needs

Demonstrate Show benefits of the product to the customer How does the product/service fill the need or want in their life?

Answer Questions This is the time for the salesperson to gain the confidence of the customer

Close the Sale Balance between making it easy to buy the product/service and not feeling pressured to buy

Suggest Suggestion selling: offering additional related items Offer additional items that will increase the customer’s satisfaction level with the product being purchased

Follow-Up Contact after the sale can bring customers back when they are ready to buy again Thank you notes, follow-up phone calls to see how customer is enjoying the product/service

True Selling It is an art It is hard to learn, although, it comes natural to some people