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The Six Steps to Selling

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					The Six Steps to Selling
Follow These for Successful Selling the xxxx Way

Step One - Preparation
-Appropriate Standard of Dress -Name Badges -Tidy Sales floor -Systems Operational -Positive Mental Attitude (PMA)

Step Two – Approach / Start a Conversation
-Acknowledge Within 30 Seconds -Offering Assistance Within 2 Minutes -Not ‘Can I Help You?’ -Positive and Smiling

Step Three – Establish Needs
-Introduction to Customer Profile Sheet (CPS) -Knowledge? Main Use? Users? -Budget?Timescale of Purchase? -Hobbies and Interests?

Step Four – Summarise and Confirm
-Bullet Point Customer Needs -Check Agreement -Closed Question; ‘Is That OK?’

Step Five – Match Needs
-Positively Recommend a System -Benefits Linked to Needs -Demonstration For/involving the Customer

Step Six - Closing
-Introduce Support Packages -Look for the Buying Signals -Attempt Relevant Close -Overcome Any Objections

The Six Steps to Successful Selling the xxxx Way
-Preparation -Approach/start a Conversation -Establish Needs -Summarise and Confirm -Match Needs -Close


				
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posted:5/25/2008
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