1. Why is it important to follow the steps in the sales process?
Approach
Initiating the sale

2. Steps of the sale Approaching the customer Determining Needs
Presenting the product
Overcoming objections
Closing the sale
Suggestion selling
Relationship building

3. Purposes of the approach
To begin conversation
To establish a relationship
To focus on the product

4. Approach in B2B selling
Approach that would happen at the customers place of business.
Arrive early for appointment(set in pre-approach stage)
Introduce yourself, smile, firm handshake
Small talk
Previous contact- discuss customer’s family, interests or hobbies, or recent happenings in the company
New contact-current trends in the industry

5. Retail Sales Approach Service Approach Method Greeting Approach Method
“How may I help you?”
Only use if customer is in a hurry or salesperson is just an order taker
Greeting Approach Method
Good morning, Good evening (use name if known)
Use personal comment if you know customer
Does not focus on merchandise
“The mall is so trafficy, were you able to find a parking space?”

6. Retail Sales Approach
Merchandise Approach Method (most effective approach)
Comment or question customer about a product
can only use if customer is looking at specific item
notice what interests the customer
gives opportunity to explain features and benefits
“I love your slim fit jeans, we have that same style in a variety of fabrics.”