FREE online courses on Selling Step by Step - Presentation - The Steps to success                                                                                                                                                                                                                                                                                                                                              

Step 1

 

Listen to your customers and give them an option to talk since, it's only when the customer is talking that he/she will be able to say the most important word………Yes. So listen for 50 percent of the time.

 

Step 2

 

Acknowledge customers ideas as well as facts. If the customer comes up with a cold fact, there is usually some reason for that statement. By skilful questioning and active listening you can find out the thoughts behind the fact; this may give you more information than the fact itself. Use softening statements such as, ‘Good question', ‘You've made an excellent point', etc.

 

Step 3

 

Don't jump to conclusions; don't anticipate what the other person might say. It may not be true always that your prediction is right, and if it is not the case you could miss a vital opportunity to gather information. Because how can you sell somebody something unless you've found out their needs and desires.

 

Step 4

 

Respond with ‘Yes', ‘Uh', ‘Um', ‘I see', ‘I understand', ‘I agree', to let the other person know that you are actively listening. Otherwise the customer forms an impression that you are not interested in dealing with him/her.

 

Step 5

 

Ask questions to clarify what is being said. Don't unnecessarily say ‘Yes' when you mean ‘No'.

Since most of the time it happens that in order to delight your customer you may respond in positive when in actual you haven't understood the fact, if this happens you will be caught out later.

 

Step 6

 

Keep eye contact. That's not to say that you stare at your customer, but you actually do look in the customer's eyes so that they know you are interested.

 

Step 7

 

Watch body language, both yours and theirs. Through this you come to know customer's interest, which shall in turn save time and energy and also that you can keep a check on your expressions, so that they don't hurt customers in any way.

 

Step 8

 

Note the buying signals and the buying motives of the customer. Try to sell the idea behind the product and not the product itself. For example focus on ‘speed', ‘accuracy', and ‘efficiency' in case you are associated with selling of calculators or in case of cosmetics sell the fact ‘hope of looking good'.

 

Step 9

 

Don't finish other people's sentences. You might just get it wrong.

People in selling tend to be quick minded and occasionally come across a customer who speaks laboriously. Have patience.

 

Objective of presentation is to convince the buyer that the need for the product exists; the product in question can satisfy that need; the prospect can afford to purchase the product; and that the prospect will be fully satisfied.