1. 1 Hour Training Bubbles Selling Skills Model
Your Name

2. Objectives At the end of this session you will be able to:
Identify the key elements to this simple selling skills process
Distinguish the 4 key steps of the selling skills process
Recognise the benefits of using this approach for both yourself and your customers

3. Simple 4 Step Sales Process
Connect
connect with the customer
Enquire
about your customers needs
Engage
with your customer about products and services they need
Sell
complete the sales process

4. Step 1 Connect Greet the customer with a friendly welcome
Create a positive first impression
Give the customer your full attention at all times, do not get distracted.
Check the customer has time to hear about products and services that may be of interest.
Use similar language to the customer.
Use similar body language to the customer (mirroring)

5. Enquire – Open Questions
Open up dialogue
Gather information
Create a conversation
Encourage the customer to talk
Typically start with:
Who? What? Why? Where? When? Which? How?

6. Enquire – Closed Questions
Directs
Seek confirmation
Seek clarification
Seek commitment
“Shall we go ahead?”
“Can I just check….”
“Would you like to buy this now?”

7. Features, Advantages, Benefits (FAB)
FEATURE – describes what the product or service is
ADVANTAGES – describe what the product or service can do
BENEFIT – describes what the product or service will do for the customer in front of you
“Because it has…., it can…., which means….”

8. Objectives At the end of this session you will be able to:
Identify the key elements to this simple selling skills process
Distinguish the 4 key steps of the selling skills process
Recognise the benefits of using this approach for both yourself and your customers