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The Five Steps of Selling
Transcript of The Five Steps of Selling
Listen carefully to answers
Repeat back to the customer to check you have all requirements correct
Sell The Benefits
Present your product(s)
Use features and benefits
Link benefits to customer needs
"That's really more than I can afford..."
"It's too expensive..."
"Have you got anything cheaper?..."
Acknowledge and Approach
"Open" body language
Open Questions – Use to open a dialogue
Closed Questions – Use to ask the customer for a decision – Yes or No
Probing Questions - Use to ask customer for more information – Open/Closed
Features and Benefits
Benefit = "What that means is..."
Use the "So What?" test
So What do you do?...
explain that you can show them another product but it won't have...a,b and c(re-state the benefits and align to the customer's needs) - they may change their mind!
even if the customer selects the "value" item (never "cheap"!), you have explained the very good reasons your first product choice is more expensive - they may buy it next time!
Close the Sale
1. Acknowledge and Approach
2. Establish Needs
3. Sell The Benefits
4. Overcome Objections
5. Close the Sale
Which step do you first need to use your product knowledge?
How can you keep your product knowledge up to date?
What is a "buying signal"?
Select 2 premium products from the salesfloor
Describe the products main features and benefits