1. Entrepreneurship
Sales 101
Presented By
Mrs. Bowden

2. Today we will: Describe and define sales objections
Practice overcoming sales objections
Define types of sales questions and practice using them

3. Traditional ways we sell products:
Storefront
Live auctions
Personal Selling
Classified ads in the newspaper
Relationship Selling

4. Personal Selling:
Personal Selling has several advantages over the other traditional methods
Helps build relationships
Allows for customized communication – meet and overcome objections
Best for reaching B2B customers

5. Personal Selling:
Sales people will ask qualifying questions to make sure that they are selling the customer what they actually want. – Some of these questions also help close a sale.
Closing a sale is completely dependent upon a sales person recognizing when a customer is READY to buy

6. Sales Objections: Objection – some reason for not buying a product
Examples include: Price, Timing, Confidence, Trust
Sales people need to successfully overcome objections and address them in a way that they can continue and close the sale .
Overcoming objections includes preventing, preempting, AND responding to objections
Sales people need to anticipate possible objections and be prepared to deal with them

7. Overcoming Sales Objections:
SAMPLE QUESTIONS/STATEMENTS
Price
What price range are you looking to be in?
Just send me some information
What type of information can I specifically send?
External Input/Ask my spouse
Is this product for you or your spouse?
Competitor’s is better
Let me tell you more about this specific feature.
Timing
What if we offered financing? It’s never going to be a good time.
Capability and Creditability
Let me show you comments from other customers. We have been in this business for 20 years.

8. Specialized Closing Methods Standing-Room-Only Close
How to Close a Sale
Closing Concepts and Techniques
which close
A closing method in sales that encourages a customer to make a decision between two items.
Specialized Closing Methods
standing-room-only close
A closing method in sales used when a product is in short supply or when the price will be going up.
Which Close
Standing-Room-Only Close
direct close
A method in which the salesperson asks for the sale, when the buying signal is very strong.
Direct Close
Service Close
service close
A closing method in sales in which services that overcome obstacles or problems are explained.

9. Sample Closing Questions:
Closing Type
SAMPLE QUESTIONS/STATEMENTS
Which Close
Would you like this in red or blue?
Standing Room Only Close
This is the last time we will offer this deal. Can I get you in at this price?
Direct Close
Can I go ahead and set up delivery for these items to your home?
Service Close
If I can offer you oil changes for the life of your car will you buy today?
Consultative Close
 "Do you believe this solution will meet your needs?" 
Assumptive close
"So, just to recap, you really like laptop. So, let's go ahead and process that order for you, OK?"
Reverse Close
"Is there anything that would prevent you from doing business with me today?" If the answer is no, you've got yourself a deal.

10. Activity:
Use the handout to formulate closing questions/overcome objections to 10 of the objections on the handout.