1. Personal Selling

2. Personal Selling— Definition Direct communication by salesperson to potential customers In person or by phone Important for more expensive items o Requires more of a decision making process o Television, car, electronic products o Business to Business Higher $ cost per customer than other methods of promotion

3. What is selling all about? Selling is not about…. Selling is about… Fast talking Tricking Lying Pushing product to everyone Understanding your customer Solving problems Building relationships

4. Prospecting Looking for potential customers (leads) Generated by company o Trade Shows o Advertising Generated by Salesperson o Cold calling: Calling potential customers with no prior contact

5. Steps in Selling Process 1. Approach o First face-to-face meeting o Establish relationship with customer o Hi, how are you? Welcome to... 2. Determine needs o Observing, listening, questioning o Read your customer o Understand their “problem”

6. Steps in Selling Process 3. Present the product o Developed around customer’s needs & wants o Focus on features and benefits 4. Overcome objections o Answering questions & eliminating doubts of customer o Turn customer objections into selling points

7. Steps in Selling Process 5. Close the sale o Ask for the sale! 6. Suggestion selling o Presenting ideas for additional merchandise o Ex: batteries, socks, tie, accessories 7. Follow up (professional selling) o Good practice o Develops relationship with customers