Sales: The Sales Process

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Sales The Sales Process Selling Effectively
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Examples

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

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Elements

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

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Prospecting

• Prospects are potential customers
• Prospecting is the process of finding targeting
  potential customers

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Pre-Approach

• Gathering analyzing information about a prospect

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The Approach

• The how and way the salesperson leads into
  the sales presentation

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The Sales Presentation

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

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Persuasion

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

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Landscaping Gig

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

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College Admissions Rep

• One-minute to sell yourself