Section 3 Summary
Completion requirements
Section 3 Summary
The lessons in this section looked at the steps in a successful sale. To be effective in sales, you must consider many aspects.
In order to prepare for the customer this lesson included identifying motives and characteristics, and doing research and analysis to learn information about the product as well as the competition.
Establishing rapport with the customer is of utmost importance. A customer that is not impressed with you is a customer who is very unlikely to buy.
Determining customer needs and wants is step three in the selling process. You can do this particularly by listening to the customer.
Lesson 1: Pre-Approach – Preparing for the Customer
In order to prepare for the customer this lesson included identifying motives and characteristics, and doing research and analysis to learn information about the product as well as the competition.
Lesson 2: Approach – Establishing Rapport
Establishing rapport with the customer is of utmost importance. A customer that is not impressed with you is a customer who is very unlikely to buy.
Lesson 3: Determining Customer Needs and Wants
Determining customer needs and wants is step three in the selling process. You can do this particularly by listening to the customer.
Lesson 4: Planning the Presentation
This lesson outlined buying signals, sales demonstrations, and numerous sales techniques when presenting the product and/or service to the customer.
Lesson 5: Handling Customer Objections
Handling customer objections and concerns was reviewed in this lesson. Five steps are important when there are objections. They are listening, understanding, responding, confirming and continuing.
Lesson 6: Closing the Sale
Sales closing techniques were discussed in Lesson 6. Different types of closing techniques were considered. This lesson also discussed lost sales and closing errors as, as well as preparing for the next sale.
Following the steps in a sale wherever they are appropriate is important. In some cases, certain steps may be bypassed, but the sequence is important. Following the steps helps the salesperson be successful.
