2.09 Steps of The Selling Process
By: Lathen Ellwanger
2. Determine Needs
The process of observing, listening, questioning, and engaging the customer to find their reasons for buying as early as possible.
4. Overcome Objections
An objection is a legitimate reason, doubt, or hesitation for not buying. You can overcome these objections through substitution, tossing the objection back as a selling point, and questioning to learn more about the objection.
6. Suggestion Selling
Selling additional goods to enhance the original purchase. After a customer makes a commitment to buy you should make recommendations, they should only be relevant and helpful.