Selling Making a Sale Selling One of the

Making a Sale • Selling: – One of the seven functions of marketing –

Keys to Successful Selling • Good information about the product • Good personal skills

$$$ in Sales Professions • Salespeople are usually paid on commission – % of

The Steps in the Sales Process • • Pre-approach Approach Determine the Need Demonstrate

Pre-approach • Completed before the customer even has contact with the salesperson • Salesperson

Approach • How the salesperson approaches the customer • When to approach the customer

Determine the Need • Determine what is a need/want in the customer’s life •

Demonstrate • Show benefits of the product to the customer • How does the

Answer Questions • This is the time for the salesperson to gain the confidence

Close the Sale • Balance between making it easy to buy the product/service and

Suggest • Suggestion selling: offering additional related items • Offer additional items that will

Follow-Up • Contact after the sale can bring customers back when they are ready

True Selling • It is an art • It is hard to learn, although,

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Selling

Making a Sale • Selling: – One of the seven functions of marketing – Personal and direct way of communication with the customer to assist with the decision to buy – Customer focused – Consumers are free to choose, but selling helps to influence the choice!

Keys to Successful Selling • Good information about the product • Good personal skills since this is a personal activity • Good training programs • Knowing the customer is essential • Developing on-going relationships with customers is a key to continued business

$$$ in Sales Professions • Salespeople are usually paid on commission – % of what is sold – Outstanding salespeople can make very good salaries – Expect a base salary plus % commission or bonus structure

The Steps in the Sales Process • • Pre-approach Approach Determine the Need Demonstrate Answer Questions Close the Sale Suggest Selling Follow-Up

Pre-approach • Completed before the customer even has contact with the salesperson • Salesperson must have complete product knowledge • Salespeople must also have knowledge of the customer and their needs (value, brand awareness, latest fashion, etc)

Approach • How the salesperson approaches the customer • When to approach the customer is different for each person so a salesperson has to be able to determine WHEN to approach the customer • Acknowledging the person is a great place to start

Determine the Need • Determine what is a need/want in the customer’s life • Great salespeople listen for clues as to the customer’s needs

Demonstrate • Show benefits of the product to the customer • How does the product/service fill the need or want in their life?

Answer Questions • This is the time for the salesperson to gain the confidence of the customer

Close the Sale • Balance between making it easy to buy the product/service and not feeling pressured to buy

Suggest • Suggestion selling: offering additional related items • Offer additional items that will increase the customer’s satisfaction level with the product being purchased

Follow-Up • Contact after the sale can bring customers back when they are ready to buy again • Thank you notes, follow-up phone calls to see how customer is enjoying the product/service

True Selling • It is an art • It is hard to learn, although, it comes natural to some people