The Selling Process Introduction to Business Marketing Selling
The Selling Process Introduction to Business & Marketing
Selling Process n Process of matching customer’s needs & wants with features & benefits of a product n 7 steps in this process n Salesperson plays vital role
Step 1 n Approach the Customer • Greet the customer face-to-face • Begin conversation • Establish relationship
Step 2 n Determine n n n Needs Learn what the customer is looking for Decide which product to show first Determine what features to highlight
Step 3 n Present n n n the Product Educate the customer about the product Explain why this product would be best Give other product options
Step 4 n Overcome Objections n Learn why customer is reluctant to buy n Provide information to remove confusion n Help customer make satisfied decision
Step 5 n Close n n n the Sale Get customer to be positive about purchase Happy customers buy more & more often Money is exchanged
Step 6 n Suggestion n Selling Additional products are recommended Typically sale items are suggested Add-on’s for the original purchase item
Step 7 n Relationship n n n Building Create means of contact with customer Happy customers tell their friends Make money in commissionbased jobs
Qualities of a Successful Sales Pitch Video
IT’S PROJECT TIME!!! n Think about a product that you recently purchased at the store (any product) n Take that product through The Selling Process (all 7 steps must be used) n You may serve as either the customer or the sales associate n We will present these projects in class
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