Set your Sales

Set your SalesThe Selling ProcessWhy learn about the selling process?Brings products to you, either directly or through the businesses Most salespeople follow the same basic selling process It varies greatly from product to product.

Why is Selling Important?Salespeople appear organized, gaining customer confidence.The process ensures that customers needs and wants are met.An efficient, effective sales process may increase company profits.

Six Phases of the Selling Process-No one, single, correct selling process works for all situations.-These phases include:1-Preparing to sell2-Establishing relationships with customers3-Discovering customer needs4-Prescribing solutions to customer needs5-Reaching closure6-Reaffirming buyer-seller relationshipsPhase One: Preparing to SellNo salesperson can sell without preparation.Salesperson must acquire knowledge about the product.Identify the products features and benefits.Generate and qualify sales leads.-Find potential customers-Determine needs or wants and the ability to buy.

Phase Two: Establishing Relationships with CustomersThe completion of a sale is largely determined by the first few minutes that the salesperson spends with his/her customers.Salespeople can use their initial contact time with customers to:-Put customers at ease-Encourage customers to want to hear about the product(s)-Gain customer confidence-Create favorable impressions of themselves and the business

Your job is to try to determine what buying decisions have been made by the customer.Look for clues to the customers personality, including:-General appearance -Dress-Nonverbal signs

Phase Three: Discovering Customer Needs-When customers do not know precisely what they want to buy, the salesperson must be prepared to discover their needs through skillful questioning and careful listening.-Asking the customer questions-Listening to the answers-Observing customer reaction-Analyzing customer reactions and comments

Assessing customer needs is also important because it:-Reduces the amount of selling time required-Reduces dissatisfaction and customer returns-Allows salespeople to serve more customers, leading to greater potential profits for their firm and greater potential commission for themselves

Diagnosis Customers Needs-A doctor diagnosing patients illnesses -A car mechanic recommend a specific product that meets the customers needs.

Phase Four: Prescribing solutions to customer needs

Offer solutions Includes the sales presentation, the sales talk and the product demonstration.The sales talk:-Convince the customer of the benefits-Translate product features into benefits

A good product demonstrationCreate interest Allow the customer to interact/become involved in the selling processAsk questionsDiscuss important pointsGet the product into customers hands to show them how it works

Basic guidelines for prescribing solutions to needs:1-Sell the benefits of the product rather than its features2-Show the customer a limited number of products to avoid confusion, no more than three3-Show only products that relate to the customers specific needs4-Concentrate on the main item of the interest to close the salePhase Five: Reaching closureMany salespeople feel that the closing actually has two purposes:Identifying any remaining objections (resistance) the customer may haveGetting the orderObjectionsAn objection is a question or concern raised by customers after they have been shown a productSalespeople should anticipate objections Learn to use them to their advantage in a sales presentation

Some tips for handling objections are:

Welcome themclearing up objections can serve as a chance for you to demonstrate your knowledge and further solidify the products benefits.Listen from the customers point of view to identify the real objection.Restate the objection to be sure that you understand it.Answer and overcome each objection completely, without arguing with the customer or losing your poise.Review customer benefits.Try to develop customer conviction for the product.

When are Customers Satisfied?They often give off signals that the time has come to close the sale.These signals may be direct statementsThis is just what we need Nonverbal signs such as closing and stacking product literature.

Close is a Logical CompletionCustomers are moved to the point where they are convinced the product meets their needs, and they wish to purchase.

Phase Six: Reaffirming buyer-seller relationships

The salesperson is responsible for helping customers feel confident with their purchase decisions.Salespeople can follow upReassure customers that they have not been sold something that they do not need.

Techniques to Follow Up the Sale1-Reassuring the customer that his/her choice was wise2-Using suggestion sellingrecommending complementary products3-Answering any lingering questions the customer may have4-Explaining the sales contract fully5-Checking on or being present when the product is delivered6-Supervising installation or adjustment of the product7-Training the customers personnel in the use or sale of the product8-Calling the customer to ensure s/he is satisfied