2.09 Steps of the Selling Process
Taylor Byerly
Approach Customer
- You must put the customer at ease and gain their confidence
- Make sure you encourage them to want to hear about your products
- Create a good impression of them and the business
Determine Needs
- Ask the customer questions, and listen to their answers!
- Observe customer reactions
- Analyze customer reactions and comments
Present the Product
- Sell the benefits NOT the features
- Show the customer a few products to avoid confusion
- Concentrate on a set item to close the sale.
Overcome Objections
- Clear up ALL objections
- Review the customer benefits
- Listen to the customer to understand their point of view
Close the Sale
- Make sure that they are satisfied with that product
- Make sure all Questions are answered and they feel at ease and confident
- Fill out necessary paper work, and make sure they are ready to buy
Suggestion Selling
- Offer a warranty that goes along with the product you are selling
- Offer any accessories that can go along with the product
- Offer any services required for that product in the future
Build Relationships
- Reassure the customer that his/her choice was wise
- Answer any lingering questions they may have
- Explain the sales contract fully and honestly:)
Sources
- http://soshable.com/how-to-approach-a-potential-brand-ambassador-about-social-media/
- http://www.tarascanlan.com/journal/2015/retail-buying-101-a-snapshot
- http://www.Apple.com/stevejobs
- http://www.nextlevelexchange.com/blog/recruiting-tip-recruiting-objections/
- http://www.genwhymovement.com/sales-mastery/
- http://trafficshowdown.com/dailynews/suggestive-selling-huge-prize-draw-and-free-website-traffic/
- http://www.huffingtonpost.com/matt-walsh/bad-customer-service_b_3799574.html