The Sales Process - PowerPoint PPT Presentation

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The Sales Process

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Ms. LeDee The Steps to the Sales Process Pre-Approach Approach Determine Needs Presenting the Product Handling Questions and Objections Closing the Sale Suggestive ... – PowerPoint PPT presentation

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Title: The Sales Process


1
The Sales Process
  • Ms. LeDee

2
The Steps to the Sales Process
  • Pre-Approach
  • Approach
  • Determine Needs
  • Presenting the Product
  • Handling Questions and Objections
  • Closing the Sale
  • Suggestive Selling
  • Reassuring and Follow-up

3
Step 1 -The Pre Approach
  • Observing and getting ready to sell
  • A customer walks into your store and you observe
    what they are looking at before you greet them.
  • Youre a home improvement business and you drive
    around the neighborhood to observe which houses
    require home repairs.

4
3 Types of Customers
Undecided
Just Looking
Decided
5
What is prospecting?
  • Finding potential customers

6
Examples of Prospecting
  • Wedding Pictures
  • Look in newspapers for wedding announcements
  • Roof Repair
  • Door to Door/Drive by/Telemarketing
  • Golf Vacations
  • Mailing list for Golf Digest
  • Memberships to Courses

7
Terms to Know
  • Referrals
  • Potential customer names given by previous
    customers
  • Cold Canvas
  • Randomly searching for customers.
  • Drive by
  • Telemarketing

8
2nd Step The Approach
  • The 1st communication between salesperson and
    customer

9
Two of the Four Types of Approaches
  • 1) Service
  • HOW can I help you?
  • 2) Greeting
  • Hi welcome to Wal-Mart

10
Two of the Four Types of Approaches
  • 3) Merchandise
  • I noticed you were looking at our latest in
    pottery.
  • 4) Combination
  • Hello, we have a special today buy 2 shirts get
    the 3rd one ½ off!

11
Which Approaches ?
  • SERVICE APPROACH
    DECIDED CUSTOMER
  • The decided customer doesnt require your help.
    They know what they want and they are ready to
    buy.
  • Timing You must move quickly.
  • The decided customer will hold (take possession)
    of the product.
  • The decided customer may be headed toward the
    check out.

12
Which Approaches ?
  • MERCHANDISE APPROACH
    UNDECIDED CUSTOMER
  • The undecided customer will require your
    patience. They will have many questions, and will
    require product information.
  • Never give this customer to many choices, they
    will have a hard time making a decision.
  • Timing Allow them to look first then approach

13
Which Approaches ?
  • MERCHANDISE APPROACH
    JUST LOOKING CUSTOMER
  • The just looking customer will require your
    patience. They like to be left alone.
  • Timing Allow them to look Go slow.
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