selling
The Selling Process
Objectives
Objections
Why objections
Types of objections
Handling objections
Closing the Sale
When to close the sale
How to close the sale
Problems with closing the sale
The Eight Steps of the Selling Process.
Pre-Approach. Looking for customers and getting ready for the sale.
Approaching the Customer. Greeting the customer face-to-face, or in the case of electronic sales, through a Live Discussion Thread or Live Chat.
Determining needs. Learning what the customer is looking for in a good or service in order to decide which products to show and which product features to present first which occurs in the next step of the sale.
Presenting the product. Educating the customer about the product or the service features and benefits.
Handling questions and objections. Learning why the customer is reluctant to buy, providing information to remove the uncertainty, and helping the customer make a satisfying buying decision.
Closing the Sale. Getting the customer’s positive agreement to buy.
Suggestion selling. Suggesting that the customer buy additional merchandise or services to save money or to enhance the enjoyment of the original purchase. Reassuring and follow-up. Helping a customer feel that he or she has made a wise purchase.
Introduction
Many objections should be anticipated, raised, and answered by the salesperson
The closing of the sale starts from the moment the salesperson greets the prospect
(Source: Hite and Johnston)
Introduction
When closing or answering objections, the chance of losing the sale is the greatest.
Conflict can create a situation where no one wins
When the salesperson loses the sales the prospect loses the potential benefits from owning the product or service
(Source: Hite and Johnston)
Definition
Objection- opposition or resistance to information or a request
Closing- step in the
Objectives
Objections
Why objections
Types of objections
Handling objections
Closing the Sale
When to close the sale
How to close the sale
Problems with closing the sale
The Eight Steps of the Selling Process.
Pre-Approach. Looking for customers and getting ready for the sale.
Approaching the Customer. Greeting the customer face-to-face, or in the case of electronic sales, through a Live Discussion Thread or Live Chat.
Determining needs. Learning what the customer is looking for in a good or service in order to decide which products to show and which product features to present first which occurs in the next step of the sale.
Presenting the product. Educating the customer about the product or the service features and benefits.
Handling questions and objections. Learning why the customer is reluctant to buy, providing information to remove the uncertainty, and helping the customer make a satisfying buying decision.
Closing the Sale. Getting the customer’s positive agreement to buy.
Suggestion selling. Suggesting that the customer buy additional merchandise or services to save money or to enhance the enjoyment of the original purchase. Reassuring and follow-up. Helping a customer feel that he or she has made a wise purchase.
Introduction
Many objections should be anticipated, raised, and answered by the salesperson
The closing of the sale starts from the moment the salesperson greets the prospect
(Source: Hite and Johnston)
Introduction
When closing or answering objections, the chance of losing the sale is the greatest.
Conflict can create a situation where no one wins
When the salesperson loses the sales the prospect loses the potential benefits from owning the product or service
(Source: Hite and Johnston)
Definition
Objection- opposition or resistance to information or a request
Closing- step in the