1. Advanced Fashion: Standard 6 Selling Created by: Kris Caldwell Timpanogos High School

2. Selling Rational Buying Behavior: Involves logical thinking and decision making. Emotional Buying Behavior: Based on feelings. Nonpersonal Selling: The type of selling that does not involve interaction between people. Personal Selling: The type of selling that involves direct interaction between sales associates and potential buyers by telephone or in person.

4. Steps of Selling Approach Determine needs Present the product Overcome objections Close the Sale Perform suggestion selling Follow up

5. Approach Sales associate greets customer when they enter the store, usually by saying “hello”.

6. Determine Needs Learn as much as possible about the customer’s preferences in order to decide which products to show the customer. Ask open-ended questions Encourage customer to talk Listen

7. Present the Product Translate features into benefits. Customers buy benefits!

8. Overcome Objections Objections are concerns, hesitations, doubts, or other reasons a customer has for not making a purchase. They might involve: price, product, timing, etc. Use a positive approach

9. Closing the Sale Closing means that the customer agrees to buy the merchandise. Observe the customer for signs they are ready to make a positive purchasing decision.

10. Suggestion Selling Selling additional goods or services to the customer. It is a way to increase sales, including: – Add-ons – Trading-up – More than one – Special offer

11. Follow-Up After you close the sale, it is the beginning of the relationship building process. Follow up with the customer Build a rapport