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Bell Work8/26/15
List the three types of approaches
Initiating the SaleChapter 13
• Selling – Matching the customers needs and wants to the features and benefits of a product.
The Approach
• Make or Break a sale within 1st few minutes.• Three purposes:• 1) Begin conversation.• 2) Establish relationship.• 3) Focus on the product.
Service Approach
• The salesperson ask the customer if he or she needs assistance. “How may I help you?”
• Use open-ended questions.• Remind customers to ask any questions later on.
Greeting Approach
• Welcomes them to the store. • Sets positive atmosphere, smile.• Name places you experience this.• Use rising tone in your voice.
Merchandise Approach
• Usually most effective initial approach because it focuses attention on the product.
• Goes right to the feature and benefits of the product.
• Asks questions about the product customer is showing interest in.
Conversation Skills
• Walk up and start talking about merchandise without asking if they want assistance.
• Give info that is not apparent to the eye.• Inform them about value, popularity or
features.
Cereal Box
• Name of cereal• Name of cereal company• Pic/Celebrity• Slogan• Name of partners• Border