Think about a major purchase you (or your parents) have made . Now, think about the salesperson…what kinds of qualities did the salesperson display that made you want to buy? List those qualities in your notes…be prepared to share some of your responses

One of the 7-key functions of marketing

What makes a good salesperson?

Why do they need these traits?

Includes the direct and personal communication with customers to assess and satisfy their needs.

This about the process and what it takes to be a good salesperson… Who’s a great salesperson? (Need a volunteer) Volunteer will try to sell a product without knowing what it is Students will ask volunteer questions Volunteer will try to close the sale

Activity follow-up What does it take to be a good salesperson? Can a salesperson ‘fake’ product knowledge effectively? Can a good salesperson sell a product to someone who doesn’t

need it?

Conclusion…

Selling is a process that takes practice in order to be successful. A person cannot be effective until he or she has mastered the steps in the selling process. One of the steps is to KNOW YOUR PRODUCT! The activity we just completed illustrates the importance of product knowledge. Even if you’re a ‘good talker,’ that’s just not enough!!

Divided into steps Meet and Greet Qualify customer needs Present/Demonstrate your product Overcome objections Close Follow up after the sale

Initial introduction Sets the stage for the rest of the selling process Relaxes customers Builds rapport

You never get a 2nd chance to make a good first impression!!!

Ask questions to identify customer preferences Is the ‘who, what, and where’ of the process Spend quality time on this step!! If you qualify well it’s much easier to close the sale!

Illustrate product features Demonstrate product benefits Show the customer the “WIFM” factor

PRODUCT KNOWLEDGE IS KING!! If you don’t know your product well, you won’t be able to sell it!

Critical to closing the sell Objections are reasons for not buying Reinforce product benefits Ask questions to help overcome objections

ASK FOR THE SALE!!! You’ll miss 100% of the shots you never try

Keep in touch with the customer Build a relationship with the customer Can help Generate new business Generate repeat business

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