Set Your Sales The Selling Process Selling LAP 126 Objectives Explain the nature of the selling process. Describe similarities and differences in the use of the.
Download ReportTranscript Set Your Sales The Selling Process Selling LAP 126 Objectives Explain the nature of the selling process. Describe similarities and differences in the use of the.
Selling LAP 126
Set Your Sales
The Selling Process
Objectives
Explain the nature of the selling process.
Describe similarities and differences in the use of the selling process.
Objective
Explain the nature of the selling process.
•
Selling process — affects all products you use
•
Requires preparation, skill, work
Importance of the Selling Process
•
Gains customer confidence
•
Fulfills needs and wants
•
Increases profits
Phases of the Selling Process
•
Preparing to sell
•
Establishing customer relationships
•
Discovering customer needs
Phases of the Selling Process
•
Prescribing solutions
•
Reaching closure
•
Reaffirming relationships
Preparing to Sell
•
Acquiring product knowledge
•
Identifying features and benefits
•
Generating and qualifying leads
•
Preparing sales presentations
Establishing Customer Relationships
•
Put customers at ease.
•
Gain confidence.
•
Determine how to tailor approach.
Discovering Customer Needs
•
Skillful questioning
•
Careful listening
•
Can be thought of as a “diagnosis”
Prescribing Solutions to Customer Needs Sales talk Product demonstration
Reaching Closure
•
Addressing objections
•
Getting the order
•
You have to ask!
Reaffirming Buyer-Seller Relationships
•
Following up on the sale
•
Reassuring customers they made the right choice
Objective
Describe similarities and differences in the use of the selling process.
Similarities in the Use of the Selling Process
•
Establishing relationships with customers
•
Discovering needs and wants
Similarities in the Use of the Selling Process
•
Recommending products
•
Closing the sale
•
Reaffirming relationships
Differences in the Use of the Selling Process
•
Preparing to sell
•
Time spent in each phase
Differences in the Use of the Selling Process
•
Nature of the product
•
Nature of the customer
•
Last product you bought
•
What did you learn from the selling process?
•
Generating sales leads
•
Disguising cold-calling as research
•
Ethical or not?
Acknowledgments
Original Developers: Christopher C. Burke, Sarah Bartlett Borich, MBAResearch
Version 1.0
Copyright © 2012 MBA Research and Curriculum Center
Digital-based photography sources: DIGITAL VISION LTD.
Teenager Today Obj. B: #130271 Photos copyright Digital Vision Ltd., all rights reserved. 833 Fourth Ave. SW, Suite 800 Calgary, AB, Canada T2P 3T5
ThinkStock Photos
Various images used in this presentation are ©2011 Think Stock Photos. All rights reserved www.ThinkStockPhotos.com
Copyright:
All photographic digital images on this CD are owned by the aforementioned photographic resources or their licensors and are protected by the United States copyright laws, international treaty provisions, and applicable laws. No title to or intellectual property rights to the images on this CD are transferred to you. These sources retain all rights and are not to be used, digitally copied, transferred, or manipulated in any way. To do so is a violation of federal copyright laws.