1. The Sales Process Placemat:
What are the top ten characteristics of an effective salesperson?

2. Top 10 Characteristics of an Effective Salesperson
Knowledge
Organization
Follow through
Punctuality
Energy
Empathy
Promptness
Problem solver
Willingness to work hard
honesty

3. Types of Sales Positions
Retail clerk/cashier
Retail commissioned salesperson
Detail or route salesperson
Contact salesperson
Sales representative
Agent and broker
Sales engineer
Auctioneer

4. 1. Acquiring Product Knowledge
An effective salesperson…
will be knowledgeable about the product/service they are selling.
Do whatever is necessary to gain this knowledge (labels, brochures, internet, courses)

5. 2. Making the approach An effective salesperson…
Will acknowledge a customer’s presence.
A pleasant greeting will reassure the customer that you are nearby if needed
Do not be pushy but do not forget that the customer entered the store for a reason.
Approach once the person stops to look at something – your cue.

6. 3. Determining the customer’s wants
An effective salesperson…
Can ask questions that determine the needs/wants of the customer.
“In order to best assist you, I need to know what your needs are…”

7. 4. Presenting the product
An effective salesperson…
Demonstrates and/or explains the product that is selected for the customer.
“Based on what you have told me…” and reiterate wants/needs in relation to the product.
Stress the benefits, not features.

8. 5. Handling Objections An effective salesperson…
Is honest, but attempts to turn the objections into opportunities.
Response to “I can’t afford it” – “If we look at the lower model that doesn’t have this particular feature you wanted, the ___will cost much less. Is that worth $___ to you?”

9. 6. Closing the sale An effective salesperson…
Will let the customers make up their minds.
Consider the negative impression left if the customer feels forced into a purchase.
Remember to create add-on sales at this point. “Do you need some batteries for your new____?”
Ensure the customer has a way to contact you if they change their mind

10. 7. Follow up An effective salesperson… Keeps a file on every customer
Record the details of the sale and follow up to ensure happiness or to inform of future promotions