1. Approach Steps #2 APPROACH A sales person should always?
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)
A sales person should always:
Be appropriately dressed
Have good posture
Smile
Have peasant tone of voice and clear speech
Make direct eye contract
Focus on the customer
Approach

2. 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.
In those four minutes, you have to accomplish the following:
Get the customer’s attention
Project a positive, professional image of yourself and your products
Show true concern and interest in the needs of the customer
Show that you are trustworthy and honest
Make the customer feel comfortable
Approach

3. Approach Step # 2 Greeting APPROACHS Greeting approach Friendly
Welcoming
Genuine
Eye contact
Positive impression.
Greeting approach friendly welcome to the store or department.
Words, such as “hi,”, “hello” or “good afternoon” should be used.
A genuine small and eye contact helps make a positive impression.
Approach

4. Approach The Instant Buddy
People feel better about buying from someone they like:
Warm
Friendly
Asking questions
Connecting to emotional level
People feel better about buying from someone they like. Salespeople who use the Buddy approach are warm and friendly, asking questions and showing instant in their prospects. They try to connect on an emotional level with each prospective customer.
Approach

5. Approach The Guru The Guru – salespeople who prefer: Logical
Less emotional
Become experts
Great resource
Details
The Guru – salespeople who prefer a more logical and less emotional approach set themselves on the task of becoming experts in anything and everything related to their industry.
But if you’re willing to put in the time it takes, you can do very well both in selling to your prospects and generating plenty of referrals.
Once customers realize what a great resource you are, they’re quite likely to send friends and co-workers with questions straight to you.
Approach

6. Approach The Consultant
This approach combines the “guru” and “buddy approaches:
Consultant Approach
An Expert
Places customer’s best interests first
Knows Company’s Products
This approach combines the “guru” and “buddy approaches. The sales person who elects to use the consultant approach presents herself as an expert who has the customer’s best interests in mind.
He/She knows all about her company’s products and by asking a prospect a few questions she can match him/her up with the best product for his/her needs.
Approach

7. Approach The Networker
Networking can be a big help for any salesperson:
Dedicated Networker
Maintaining Friends
Strong Ongoing network
Warm Leads
Cultivating people
Enjoy Events, Parties and Meeting New People.
Networking can be a big help for any salesperson. The dedicated networker takes it to the next level, setting up and maintaining a web of friends, co-worker, salespeople from other companies, customers and former customers, and anyone else he meets.
A strong enough network will create an ongoing flow of warm leads that can provide most of even all of the salesperson's needs.
With this approach, you’ll spend a great deal of time cultivating people. It’s a highly effective technique for salespeople who enjoy attending various events, parties, and also on and meeting new people.
Just remember that you’ll need to respond by doing favors and sending leads back to the people who’ve helped you in their turn.
Approach

8. 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
Getting someone to Buy
Methods rage (“Buy this now, or you’ll feel stupid tomorrow”)
Manipulation (“If you don’t buy form me I’ll lose my job”)
Outright deception (“This product has a much better safety record than the competition”)
No Ethical
NOT Recommended
Best described as “scare the prospect into buying,” the hard sell approach is what gives salespeople a bad reputation. Hard selling involves getting someone to buy a product even through the doesn’t want or need it.
Methods rage from bullying (“Buy this now, or you’ll feel stupid tomorrow”) to manipulation (“If you don’t buy form me I’ll lose my job”) to outright deception (“This product has a much better safety record than the competition”).
No ethical salesperson should use a hard sell approach.
Sadly, there are still salespeople who use this type of sales strategy, even thought the result is a customer who never buys again and, sooner or later, a bad reputation for the company as a whole.
Approach

9. 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

10. 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

11. 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

12. 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
Approach

13. Follow-Up Suggestive Selling Close the Sale Overcome Objections
8 Steps of a Sale
Suggestive Selling
Close the Sale
Overcome Objections
Present the Product
Determine Needs
Approach
Preparing to Sell