1. The Sales Process #4
Today I am: Taking notes, concentrating, bringing my understanding of selling to a “close”.
So I can: Understand what happens in each of the 7 steps of a sale and seeing the process as an entire entity.
I’ll know I’m successful when: I understand how selling works and can implement this process into my daily life.

2. 1) Approaching the Customer
Three methods of Retail approach
Service “Do you need assistance?”
Greeting “Good Morning” “Hello”
Merchandise (comment on the product) “That shirt is made of 100% cotton.”
All three are intended to start a conversation

3. 2) Determining Needs
Observing
Listening
Questioning

4. 3) Presenting the Product
Display
Demonstrate
Involve the customer

5. 4) Overcoming Objections
Plan for objections (anticipate them)
= Concerns, hesitations or doubts
= they represent interest!
Point of Emphasis!

6. 5) Closing the Sale ASK FOR THE ORDER!
Trial Close Make statements, not yes or no questions
Expect objections Hesitations, doubts, concerns
Address objections and then Direct Close
Which “Which of these two would you like?”
Standing Room Only “There is only one left”
Direct “How would you like to pay for this?”
Service “If you purchase we’ll offer X service free”

7. 6) Suggestion Selling
Up selling “A cookie would go great with your meal.”

8. 7) Relationship Building
Customer Relationship Management
Follow up
Maintaining contact
Rewards programs
“Endless Chain” and Referral sales can result

9. Assignment
You have 2 minutes. Write a statement about one of your five products from lesson #2 intended to close a sale
Cannot be a question
Must be assumptive and positive
Share with elbow partner
Share out with class