1. Introduction to Business & Marketing
The Selling Process
Introduction to Business & Marketing

2. Selling Process
Process of matching customer’s needs & wants with features & benefits of a product
7 steps in this process
Salesperson plays vital role

3. Step 1 Approach the Customer Greet the customer face-to-face
Begin conversation
Establish relationship

4. Step 2 Determine Needs Learn what the customer is looking for
Decide which product to show first
Determine what features to highlight

5. Step 3 Present the Product Educate the customer about the product
Explain why this product would be best
Give other product options

6. Step 4 Overcome Objections Learn why customer is reluctant to buy
Provide information to remove confusion
Help customer make satisfied decision

7. Step 5 Close the Sale Get customer to be positive about purchase
Happy customers buy more & more often
Money is exchanged

8. Step 6 Suggestion Selling Additional products are recommended
Typically sale items are suggested
Add-on’s for the original purchase item

9. Step 7 Relationship Building Create means of contact with customer
Happy customers tell their friends
Make money in commission-based jobs

10. Qualities of a Successful Sales Pitch
Video

11. IT’S PROJECT TIME!!!
Think about a product that you recently purchased at the store (any product)
Take that product through The Selling Process (all 7 steps must be used)
You may serve as either the customer or the sales associate
We will present these projects in class