Steps of the Selling Process

Marketing 2930

Step 1: Preparing to Sell

A. Acquire as much information as possible about the product(s)

B. Identify products features and benefits

C. Generate sales leads

D. Qualify sales leads

E. Prepare sales presentations

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Step 2 Establishing Relationships with Customers

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A. Determine what buying decisions a customer has made

B. Help the customer feel comfortable

C. Size up the customer

D. Tailor approach to specific customer

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Step 3 Discovering Client Needs/Wants

A. Use skillful questioning.

B. Listen carefully

C. Observe customer reactions

D. Analyze customer reactions

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Step 4 Prescribing Solutions to Needs/Wants

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A. Translate product features into customer benefits

B. Show a limited number of products to avoid confusion

C. Select items that can help to define customers’ specific needs

D. Concentrate on the main item of interest to close the sale

E. Show the customer how the product operates

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Step 5 Reaching Closure

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A. Identify customer resistance

B. Listen to the customer’s point of view to identify the real objection

C. Restate the objection to be sure that you understand it

D. Don’t argue with customer

E. Review the buyer benefits

F. Close the sale

G. Complete all paperwork

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Step 6 Reaffirming Buyer-Seller Relationships

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A. Reassure the customer that his/her choice was wise

B. Use suggestion selling

C. Answer any lingering questions

D. Explain the sales contract fully

E. Check on or be present when the product is delivered

F. Supervise installation or adjustment of the product

G. Train the customer’s personnel in the use or sale of the product

H. Call or contact the customer later to ensure s/he is satisfied

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