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The Sales Process. The Steps to the Sales Process 1.Pre-Approach 2.Approach 3.Determine Needs 4.Presenting the Product 5.Handling Questions and Objections.

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Presentation on theme: "The Sales Process. The Steps to the Sales Process 1.Pre-Approach 2.Approach 3.Determine Needs 4.Presenting the Product 5.Handling Questions and Objections."— Presentation transcript:

1 The Sales Process

2 The Steps to the Sales Process 1.Pre-Approach 2.Approach 3.Determine Needs 4.Presenting the Product 5.Handling Questions and Objections 6.Closing the Sale 7.Suggestive Selling 8.Reassuring and Follow-up

3 Step #1 -The Pre Approach Observing and getting ready to sell – A customer walks into your store and you observe what they are looking at before you greet them. – You’re a home improvement business and you drive around the neighborhood to observe which houses require home repairs.

4 3 Types of Customers Undecided Just Looking Decided

5 What is prospecting? Finding potential customers

6 Examples of Prospecting Wedding Pictures: – Look in newspapers for wedding announcements Roof Repair: – Door to Door/Drive by/Telemarketing Golf Vacations: – Mailing list for Golf Digest – Memberships to Courses

7 Terms to Know Referrals – Potential customer names given by previous customers Cold Canvas – Randomly searching for customers. Drive by Telemarketing

8 2nd Step – The Approach The 1 st communication between salesperson and customer

9 Two of the Four Types of Approaches 1) Service HOW can I help you? 2) Greeting Hi welcome to Wal-Mart

10 Two of the Four Types of Approaches 3) Merchandise I noticed you were looking at our latest in pottery. 4) Combination Hello, we have a special today buy 2 shirts get the 3 rd one ½ off!

11 Which Approaches ? SERVICE APPROACH DECIDED CUSTOMER The decided customer doesn’t require your help. They know what they want and they are ready to buy. Timing: You must move quickly. The decided customer will hold (take possession) of the product. The decided customer may be headed toward the check out.

12 Which Approaches ? MERCHANDISE APPROACH UNDECIDED CUSTOMER The undecided customer will require your patience. They will have many questions, and will require product information. Never give this customer to many choices, they will have a hard time making a decision. Timing: Allow them to look first then approach

13 Which Approaches ? MERCHANDISE APPROACH JUST LOOKING CUSTOMER The just looking customer will require your patience. They like to be left alone. Timing: Allow them to look – Go slow.


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