Steps of Selling
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- STEP 1 THE APPROACH
- Great! My name is Matt. I'm interested in buying a car.
- hi, welcome to the car dealership. My name is Tom. How are you?
- STEP 2 DETERMINING NEEDS
- I am looking for a smaller car that is good for everyday use. I would like leather seats.
- What are you looking for in a car? Lets talk about your wants and needs., Matt.
- STEP 3 PRESENTING THE PRODUCT
- cool, lets look inside.
- here is our small car lot. I believe this tan car is a good place to start
- IN THIS STEP THE SALESMAN GREETS THE CUSTOMER FACE-TO-FACEINTRODUCE EACHOTHER
- STEP 4 OVERCOMING OBJECTIONS
- no worries, I can show you those!
- THIS STEP IS KNOWING WHAT THE CUSTOMER IS LOOKING FOR IN ORDER TO DECIDE WHAT PRODUCTS TO SHOW
- STEP 5 CLOSING THE SALE
- Great, lets get you all set up!
- EDUCATE THE CUSTOMER ABOUT THE PRODUCTS FEATURE AND BENEFITS EXPLAIN ADVANTAGES OVER COMPETITION
- STEP 6 SUGGESTION SELLING
- Sure, sounds great!
- LEARN WHY CUSTOMERS RELUCTANT TO BUY PROVIDE INFORMATION TO HELP CUSTOMER MAKE A SATISFYING BUYING DECISION
- I like this car, I was just hoping for black interior
- GETTING THE CUSTOMERS POSITIVE AGREEMENT TO BUY
- I will take the car with the black interior, I love it!
- SUGGEST ADDITIONAL MERCHANDISE SUGGEST SERVICES TO SAVE MONEY
- Could I interest you in a gas card? If you get your maintenance done at our store, you will get a gas discount card.
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