The cycle of selling is involved every single aspect of the job industry. Every occupation in the world has some aspect of selling; whether it be establishing rapport with clients or just communicating with the people in your office, everyone has some part in the cycle. The cycle of selling is a sequence of events that one must follow in order to become successful at their jobs. These eight proceedings that will be discussed are Pre-Approach, Approach, Introduction, Demonstration, The Close, Answering Objections, and Cash Collection.
First, pre-approach is the process of getting information about potential customers so the dealer can determine if they have a need for the product and which products are appropriate to the potential customer's situation. Pre-Approach is so important because is helps you connect and potentially put your customers at ease. If you know something about your prospect and their neighbors it helps establish rapport and trust before any selling ever takes place. Pre-Approach also helps you decide what products to demo before you even knock on a client's door. Knowing all this in advance will make you feel much more at ease and offers a higher chance of getting in the door. You should get pre-approach from everyone you can, except children. Some important information to ask is age, whether parents work during the day, and names of the families. By getting pre-approach you save time, which leaves you with better opportunities for quality prospects.
Next, the approach includes principles such as: relaxing, introducing self and product, that rejection is not personal, and creating a good first impression. The approach gives you a chance to show the book, whether inside the house, outside on the porch, or through the screen door. The approach is one of the most important steps of the whole cycle because you are selling yourself. If you don't sell yourself, you don't get into doors and no sells will be... [continues]
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"The Cycle of Selling." StudyMode.com. 11, 2005. Accessed 11, 2005. http://www.studymode.com/essays/Cycle-Selling-69570.html.