Types of Selling - PowerPoint PPT Presentation

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Types of Selling

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Types of Selling _____ no interaction between people _____ direct interaction between people Buying Motives _____ Buying Motives ... – PowerPoint PPT presentation

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Title: 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 ________________
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