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Published byNickolas Fisher Modified over 8 years ago
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8 steps every salesperson should know!
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Looking for customers and getting ready for the sale Write a scenario, ex. I will be selling clothes at the Gap and have had training on the products
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Greeting the customer face to face. Service Approach: asking the customer for assistance, “May I help you with something?” Greeting Approach: simply welcoming the customer, “Good morning” (not focusing on the merchandise)
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Merchandise Approach Method: the salesperson makes a comment about a product the customer is considering “The pink color is really popular this year.”
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Learning what the customer wants; ex. “What size shirt does your wife wear?”
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Educating the customer about the product’s features and benefits “This shirt is pink and will not shrink. It will match the pants.” Or “Try this camera”
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Learning what concerns the customer has and trying to satisfy a buying decision “I understand the shirt costs a little more, but the fabric will not lose its color or shrink.”
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Getting the customer to buy “How many shirts would you like?”
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Suggesting additional products the customer should buy “The shirt and the belt really match, would you be interested in buying the belt?”
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Helping the customer feel that he/she has made a wise purchase “If your wife does not like this shirt, she can return it or exchange it as long as she has a receipt.”
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“Can I help you?” “What can I help you find?”
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Attention Interest Desire Conviction Action
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A need for product Resources to purchase (money) Authority
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Feature: description of product characteristic Benefit: advantage provided to customer
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Complex or $$$ expensive Markets made up of a few large customers New or unique products Customers in a limited geographic area Complicated or long decision-making process Customers who expect help
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ADVANTAGES More information More time (provides more information) Flexible Uses feedback Persuasive Follow-up DISADVANTAGES Cost per customer Time required Less control Skills required
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