Sales The Sales Process Selling Effectively Examples Scout

Sales: The Sales Process & Selling Effectively

Examples Scout for the Boston Red Sox l Salesperson at Best Chevrolet l Work at the drive-up window at DD l Admissions representative at BC l

Elements Information (data) l Persuasion (convincing) l “Meeting the needs of the customer by translating product features into customer benefits. ” l How does motives (rational or emotional) factor into the sale of a product or service? l All sales experiences are not the same l

Prospecting Prospects are potential customers l Prospecting is the process of finding & targeting potential customers l

Pre-Approach l Gathering & analyzing information about a prospect

The Approach l The “how” and “way” the salesperson leads into the sales presentation

The Sales Presentation Explanation l Demonstration (see, hear, experience) l Build interest level of prospect l Handle questions/objections l Closing the sale or may require follow-up l

Persuasion Prepare 20 -second spiel – why do you want to be on “Deal or No Deal” l Choose a summer job that you want. Prepare a 30 -second shtick that you would answer why someone would hire you. l

Landscaping Gig How would you secure a new customer for your landscaping business? l Go through the sales process. l

College Admissions Rep l One-minute to “sell yourself”