A pproach Steps #2 APPROACH - PowerPoint Presentation

Slide1

Approach

Steps #2 APPROACH

The approach is the step in which the salesperson makes the

first in-personal contact

with a potential customer.

A salesperson should always

lead with a handshake

and

an

introduction

.

A

sales person should

always?

(Class Discussion)

Approach

Steps #2 APPROACH

Researchers say that strangers form an opinion of you within

seven to 17 seconds

. (First impression are HUGE!)

Many sales experts say that customer decide

within four minutes

whether they want to continue working with you

.

In those four minutes

, you have to accomplish the following:

Get the

customer’s

attention, project positive, professional image, show concern and interest, trustworthy and honesty and make the customer feel comfortable.

Approach

Step # 2 Greeting APPROACHS

Greeting approach

Friendly

Welcoming

G

enuine

E

ye contact

P

ositive impression.

Approach

The Instant Buddy

People feel better about buying from someone they like:

Warm

F

riendly

A

sking questions

Connecting to emotional level

Approach

The Guru

The Guru – salespeople who

prefer:

L

ogical

L

ess

emotional

B

ecome experts

Great resource

Details

Approach

The Consultant

This approach combines the “guru” and “buddy

approaches:

C

onsultant

A

pproach

A

n

E

xpertPlaces customer’s best interests first

K

nows Company’s

P

roducts

Approach

The

Networker

Networking

can be a big help for any

salesperson:

Dedicated

N

etworker

M

aintaining FriendsS

trong Ongoing

network

W

arm

L

eads

C

ultivating people

E

njoy Events,

P

arties

and

Meeting New

P

eople

.

Approach

Step # 2 The Hard Seller

Best described as “scare the prospect into

buying.”

the

hard sell approach is what gives salespeople a bad reputation.

Hard

selling

G

etting

someone to

Buy Methods rage

(“

Buy this now, or you’ll feel stupid tomorrow

”)

M

anipulation

(“If you don’t buy form me I’ll lose my job”)

O

utright

deception (“This product has a much better safety record than the competition

”)

No

E

thical

NOT Recommended

Approach

Sales Approach - GNAP

G

- Greeting (always formal - ”Hello, Good Morning, Good Afternoon, Good Evening)

N

– Name (full name)

A

– Affiliation (company),

P

– Purpose

This is a great way to present yourself to a customer. The rest of the conversation can flow from their.

Approach

Sales

Approach - GNAP

The GNAP

great way to present yourself to a customer. The rest of the conversation can flow from their.

Example: “Hello, Mr. Jones, my name is Edwin Studebaker. I represent Steelcase, and I am here to meet with you about our new bike line we have.

Approach

Here some examples:

The Instant Buddy:

That a beautiful bike, are you shopping for yourself or looking to buy for a love one?

The Guru:

Can I be of service to you and answer any questions you may have?

The Consultant:

That’s a beautiful bike are you shopping for yourself or looking to buy for a love one? So the bike would be for yourself. What you being using the bike for?

 The Networker: Looks like you might need a bike. Do you know someone else who owns a bike like this one? The Hard Sell: This Sale technique is not recommended anymore, therefore we will not be using

Approach

Step # 2 Sales Approach - Activity

For this activity you will pair up with the person sitting next to you.

You are a sales employee

at Big

Ben’s

Bike shop and you see an employee looking at the Bikes:

How

would you approach the customer

and

What would you say?

  Take turns roll-playing as the customer and salesperson

8 Steps of a Sale

P

resent the

P

roduct

O

vercome

O

bjections

C

lose the

S

ale

S

uggestive

S

elling

F

ollow-

U

p

P

reparing to

S

ell

A

pproach

D

etermine

N

eeds