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8 steps every salesperson should know!.  Looking for customers and getting ready for the sale  Write a scenario, ex. I will be selling clothes at the.

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Presentation on theme: "8 steps every salesperson should know!.  Looking for customers and getting ready for the sale  Write a scenario, ex. I will be selling clothes at the."— Presentation transcript:

1 8 steps every salesperson should know!

2  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

3  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)

4  Merchandise Approach Method: the salesperson makes a comment about a product the customer is considering “The pink color is really popular this year.”

5  Learning what the customer wants; ex. “What size shirt does your wife wear?”

6  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”

7  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.”

8  Getting the customer to buy “How many shirts would you like?”

9  Suggesting additional products the customer should buy “The shirt and the belt really match, would you be interested in buying the belt?”

10  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.”

11  “Can I help you?”  “What can I help you find?”

12  Attention  Interest  Desire  Conviction  Action

13  A need for product  Resources to purchase (money)  Authority

14  Feature: description of product characteristic  Benefit: advantage provided to customer

15  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

16 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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