1. Set Your Sales
The Selling Process
Selling
LAP 126

2. Objectives Explain the nature of the selling process.
Describe similarities and differences in the use of the selling process.

3. Explain the nature of the selling process.
Objective
Explain the nature of the selling process.

4. Selling process— affects all products you use
Requires preparation, skill, work

5. Importance of the Selling Process
Gains customer confidence
Fulfills needs and wants
Increases profits

6. Phases of the Selling Process
Preparing to sell
Establishing customer relationships
Discovering customer needs

7. Phases of the Selling Process
Prescribing solutions
Reaching closure
Reaffirming relationships

8. Preparing to Sell Acquiring product knowledge
Identifying features and benefits
Generating and qualifying leads
Preparing sales presentations

9. Establishing Customer Relationships
Put customers at ease.
Gain confidence.
Determine how to tailor approach.

10. Discovering Customer Needs
Skillful questioning
Careful listening
Can be thought of as a “diagnosis”

11. Product demonstration
Prescribing Solutions to Customer Needs
Sales talk
Product demonstration

12. Reaching Closure Addressing objections Getting the order
You have to ask!

13. Reaffirming Buyer-Seller Relationships
Following up on the sale
Reassuring customers they made the right choice

14. Objective
Describe similarities and differences in the use of the selling process.

15. Similarities in the Use of the Selling Process
Establishing relationships with customers
Discovering needs and wants

16. Similarities in the Use of the Selling Process
Recommending products
Closing the sale
Reaffirming relationships

17. Differences in the Use of the Selling Process
Preparing to sell
Time spent in each phase

18. Differences in the Use of the Selling Process
Nature of the product
Nature of the customer

19. Last product you bought
What did you learn from the selling process?

20. Generating sales leads
Disguising cold-calling as research
Ethical or not?

21. Acknowledgments Original Developers:
Christopher C. Burke, Sarah Bartlett Borich, MBAResearch
Version 1.0
Copyright © 2012
MBA Research and Curriculum Center

22. Digital-based photography sources:
DIGITAL VISION LTD.
Teenager Today
Obj. B: #130271
Photos copyright Digital Vision Ltd., all rights reserved.
833 Fourth Ave. SW, Suite 800 Calgary, AB, Canada T2P 3T5
ThinkStock Photos
Various images used in this presentation are ©2011 Think Stock Photos. All rights reserved

23. Copyright:
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