2.09 Steps of The Selling Process

By Krista Brogdon

1. Approach the Customer

Approaching the customer is your first encounter. This may be a service approach, such as "May I help you?" or a greeting approach, like "Welcome to Cici's."

2. Determine Needs

You can determine a customer's needs by observing, listening, or even questioning with open ended questions

3. Present the Product

Never present more than three products at a time!

Show a medium-priced product first and make sure to highlight features and benefits.

4. Overcome Objections

Objections are legitimate reasons, doubts, or hesitation for not buying a product.

To deal with objections, you can try the substitution method to meet the customer's needs. You can also try the demonstration method with the product.

5. Close the Sale

To close the sale, always be looking for buying signals. You can help customers make decisions.

6. Suggestion Selling

You can suggest other goods to enhance the original purchase by making recommendations such as cross selling (related merchandise) or up-selling (larger quantities at a lower price).

7. Build Relationships

Follow-ups are important to ensure satisfaction.

Customer service handles complaints and keeps customers satisfied.

Keeping a client file can also be useful.