Types of Selling

1
Types of Selling

• __________________ no interaction between
  people
• __________________ direct interaction between
  people

2
Buying Motives

• _______________ Buying Motives customers make a
  conscious decision based on reasonable ideas
• _______________ Buying Motives decision is made
  by the way product makes you feel

3
Feature/Benefit Selling

• Turning features into concepts that the customer
  wants to buy
• _____________ physical aspects of the product
• _____________ advantages customers get from the
  features

4
Types of Decision Making

• ________________ much thinking, need a lot of
  info
• Usually a product that has not been bought before
• ________________ need little info to make
  decision
• Purchased before but not on a regular basis
• _______________ very little info needed
• Buy on a regular basis

5
Steps of The Sale

• __________________________
• __________________________
• __________________________
• __________________________
• __________________________
• __________________________
• __________________________

6
Pre-approach

• Getting ready for the sale
• _____________________
• Qualify a Prospect
• Product Knowledge
• Sources

7
Approach

• Face to face encounter with customer
• Types of greetings
• ______________ Hello or Good Afternoon
• Acknowledge the customers presence
• Service offers assistance
• May I help you?
• ________________ make a comment or question
  about product
• Have you seen our new DVD players?

8
Determining Wants and Needs

• Uncover reason for buying
• Methods
• ____________________________
• _____________________________
• _____________________________

9
Presentation

• Show and tell about product
• Try to involve all five _______________
• Taste, smell, feel, see, and hear
• Get product in customers _____________
• Use __________________ selling

10
Handling Objections

• Objection reason for not buying
• Excuse insincere reason for not buying
• Categories
• __________________________
• __________________________
• __________________________
• __________________________
• __________________________

11
Close

• Obtain a positive agreement to buy
• ABCs of Closing
• A___________ B_________ C_________
• Trial Close

12
Suggestion Sell

• Sell additional goods or service
• Benefits
• Continued _________________
• ______________ customers
• You make more ________________