Ch. 9: Making the Sales

1
Ch. 9 Making the Sales

• Determine a strategy for each sales event
• Conduct a successful, well-planned sale
• Consider the services of professional sale
  planners
• Hone the sales skills of your staff members
• Work with difficult customers

2
What Makes a Great Sale?

• Promotable items, in sufficient quantity to
  justify the event
• A specific purpose
• Timing not one after the other
• A strong customer mailing list
• A pre-sale shutdown period, if possible
• Careful planning
• Sales promotions and giveaways during the event

3
Name That Sale!

• Why are you having it?
• Who is the target customer?
• When are you having it?
• Whats going to be on sale?
• Is the name appropriate to the merchandise?
• What type of impact do you want?
• What is the sense of urgency?
• What are you offering?
• Where will it be?
• (Fairgrounds, sidewalk, tent, etc.)

4
A Good Salesperson

• Never ignores a customer.
• Greets the customer by name whenever possible.
• Looks professional and appropriate for the store.
• Understands the importance of service.
• Is friendly and willing to listen.
• Can suggest another item if necessary.
• Looks at each customer as having the potential
  tp\o purchase multiple items.
• Always thanks the customer.
• Always follows up to make sure the customer is
  satisfied.

5
Each Sale is a 5-Step Process

• 1) Greeting the customer
• 2) Creating a bond by asking questions, appearing
  interested and listening to them
• 3) Making suggestions based on what you hear from
  them
• 4) Handling objections with adjustments and
  suggestions (and tact!)
• 5) Closing the sale and/or prompting an add-on
  sale