The Selling Process

Question 1

What are the 6 steps of the Selling Process?

Answer 1

1. Approach and Acknowledge
2. Need Diagnosing
3. Presentation
4. Objections
5. Close
6. Follow up

Question 2

Describe the 1st step in the Selling Process.

Answer 2

1. Approach and Acknowledge - all about first impressions. Examples: the host or receptionist. Acknowledgements, such as a nod, smile or friendly greeting. First impressions includes the dress of the employee.

Question 3

Describe the 2nd step in the Selling Process.

Answer 3

2. Need Diagnosing - the salesperson’s role is to ask the right questions to determine the customer’s needs. Ex.Does a guest have dietary restrictions?

Question 4

Describe the 3rd step in the Selling Process.

Answer 4

3. Presentation - link features and benefits of your product with the customer’s needs. This involves a thorough product knowledge and effective sales techniques.

Question 5

Describe the 4th step in the Selling Process.

Answer 5

4. Objections - Customers can make objections about a product in a number of ways. Examples: Asking for more information; Giving a reason for not buying.

Question 6

Describe the 5th step in the Selling Process.

Answer 6

5. Close - 35% sales are not made because the salesperson didn’t close. Ask the customer for the sale, the commitment to purchase.

Question 7

Describe the 6th step in the Selling Process.

Answer 7

6. Follow up - It is essential to let the customer know what action will happen next. Suggest related products to compliment the sale. Thank the customer for doing business with store.