Welcome to my Retail Selling Steps blog. If your solution isn’t going to work for them you should NEVER push them to accept it anyway. If they are buying a dress do they need shoes, a purse, other accessories? At the end of the day, this process should be fun, and you should go home at night feeling great -- knowing you did your level best to help everyone who came into your store. A note about pricing objections – the price is always too high, isn’t it? I'll cover that at a later time. And you too can become a master of retail sales, and achieve retail greatness! InformationI need to know and communicate to the customer help them make a buying decision. 1 Apply product knowledge 2 Approach the customer 3 Gather information 4 Sell benefits 5 Overcome objections 6 Close the sale 7 Maximise sales opportunities Every retailer wants ‘em and many businesses go to great lengths to get more sales. Furniture World News: The Seven Secrets Of Selling, Having wrestled with sales tips and techniques offered up by sales educators such as Genie Z. Laborde, Zig Ziglar, Brian Tracy and Madelyn Burley-Allen over many years, Peter Marino presents his top seven secrets for selling … Acknowledging and making a good first impression is the most crucial of all the selling steps. You’ll need to develop purposeful skills that help you determine that the customer is ready to buy, and then take steps to connect the customer to the purchase. Understanding these seven steps can help improve your individual sales or the sales … Step 1: Research and Preparation. So again, if you’re going to help them solve their problem, you’ll need to present a solution. Timing of the … When one is extremely well versed … LinkedIn recommends the new browser from Microsoft. Simple. List the 7 steps of retail selling in order, 1 Apply product knowledge 2 Approach the customer 3 Gather information 4 Sell benefits 5 Overcome objections 6 Close the sale 7 Maximise sales opportunities, Define the 1st step APPLY product knowledge. Each of these steps is equally valuable and plays a critical role in building a successful career in sales. Learn them. In fact, these seven steps are so powerful, so important, and so core to the retail selling skill set that we feel every retail salesperson must understand them inside and out. So hearing that something costs too much means you have more work to do in the demonstration/presentation stage. You want to be careful not to try this too early – and we will talk more about this in depth during the course. FACEBOOK TWITTER LINKEDIN By Brigitte Yuille. Direct Selling in 7 Simple Steps - Profile Customer #1 - Duration: 3:13. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. In certain businesses, it is appropriate to ask for referrals. 7-Step Sales Process Retail Business Key Business Advisors Customised Sales Training Program. Table of Contents. (Because if they know that your store offers real solutions, they will tell their friends and come back. It is ONLY by ensuring that the customer actually buys that the customer’s problems are solved. This is a critical function we will talk much about later in the course. The five-step sales process is a simple, linear approach to selling. That means marketing, sales, and service all need to work together to better understand who customers and prospects are and how to best help them at every step … Broken up into these seven basic steps, the process of expanding your practice to include retail sales and learning how to sell should seem far less complex. Seven steps of a sale 1. Welcome … 5. And over all those many years, those who became experts have figured out what it takes to be an expert – literally millions of times. The 7 steps of selling … Some 82% of sellers are out of sync with the needs of the buyer. IF what is put in the customers’ carts actually helps the customer. 7 Steps to Selling Your Small Business. There is a funny irony here because you have to assume the customer is going to buy during the entire process (positive thinking leads the customer to act in the direction that everybody is thinking – towards the sale); but at the same time you can never assume the customer is going to actually complete the sale without your help. Retailers measure success in three primary ways: traffic flow, basket size, and margin. But the bottom line is you have two missions to accomplish – find out what they want, and more importantly find out why they want it. And what they all say is that there are seven easy steps that make up the retail sale. No matter what you're selling, every sale follows roughly the same pattern of seven steps. How might I help you today. Now you’re hitting all three goals in one pitch. Otherwise you’re better off keeping the money! Your first step … Personal selling is a form of selling that many companies rely on heavily to promote and move their products. … The essential skills you need to learn in order to approach customers more effectively, increase ticket value, and close more sales is to master my five-step selling process: 1. Always present an entire solution and your happy customer will return for more help later. This blog is designed to provide you with some tools that will help you have success in the profession of retail selling. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. Remember, by selling … Then, when you present your solution, when the store brand, or vendor’s better/best brands are appropriate – suggest them. Approach Seven Steps of a Sale Step #1 8. So you’re going to have to ask them some questions. A friendly welcoming e.g. I'm going to make this super simple for you. ... What are the 7 steps of the selling process 8 … In order to avoid unnecessary returns, AFTER the sale simply thank the buyer, confirm how the products solve the problem, and compliment the decision. Immediately focus attention on the product. In fact, these seven steps are so powerful, so important, and so core to the retail selling skill set that we feel every retail salesperson must understand them inside and out. Typically, a sales process consists of 5-7 steps… Step Toward Sales Success. Easily accept any payment type, with a choice of providers and hardware. Too slow, too little and you won’t be helpful. Once you know what they want (and why) – it becomes easy in your mind to think of their need as a problem, and your product(s) as a solution. With Vend, you can get set up and start taking sales in minutes. List three components to develop product knowledge, Information I need to know about the products I am selling, knowing where to get the information, communicating information to the customer. Good morning, how are you? 7 Selling Process Steps. If you perform each step correctly, the last step … B2B selling is different than a retail approach because B2B is a more professional way to deal while retail is on a more personal level with the customer. Asking the right questions at the right time lets them know you care. STEP 1—The Pre-Approach A good salesperson must study his products ahead of time. 7. You have the screw-gun, the screws, the angle irons, and the wood. Updated Feb 27, 2020. The process begins with initiating contact with the client and ends after a salesperson closes the deal. Expand. 3. Trial Close. Too fast, too much and you’ll push people away. It is based on my many years experience as a retail … Regarding margin, do you believe in your store brands? Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales … 6. This can result in focusing on issues that are irrelevant to the buying party. Figure 7.1 Seven-Step Selling … The 7 Stages of the Solution Selling Process posted by John Spacey , June 24, 2018 Solution selling is the process of selling the customer a solution to their problems as opposed to a … What has changed While the sales process is adaptive depending on the situation, the simple but logical framework of seven steps … Example: “Ok. We will also talk during this course about what to do when things go wrong, how to practice, and how to get better. Each step of the seven-step process is covered thoroughly in this and the next six chapters so that you can learn the details of each step and how to apply them in various selling situations. The 7-step sales process is a great start for sales teams without a strategy in place—but it's most effective when you break the rules. Approach Seven Steps of a Sale Step #2 9. The 5-Step Selling Model is fairly standard in big-ticket retail. This is nothing more than asking the customer if your solution will work for them. So if you want to help people get what they want, you have to know what they want (and why they want it). A lot of people think that handling objections are really scary – but in reality they are just a way of hearing back from somebody that your solution isn’t going to work for them – or that they don’t see enough value to justify the price tag. And it is ONLY by ensuring that the customer actually buys that the retailer’s goals of increased basket and margin are realized – and to a certain extent increased traffic as well! Lead the customer to accept the solution that you have co-created and make it his or her own. e.g. So, when you present and/or demonstrate your solution to their problem, you want to present the entire solution. The only reason you pay the price for anything is that the value of what you’re getting EXCEEDS the value of the money you’re spending. I mean for you, that is. Start over there and build in more value for the customer. Make some notes for personal reference that pertain to your specific product or service for each of the seven steps… Now you have a very basic understanding of the fact that selling is really about helping people solve their problems, and each of the step above is just a roadmap for how to most successfully help customer solve their problems – and buy your products in the process. So if your solution doesn’t work, revert back to the asking questions step and figure out what went wrong. ), How many times have you bought something and then had “buyer’s remorse?” You know, that feeling of, “did I make a bad choice?” Well, everybody does. Here are the seven steps to a perfect sales call. When we teach this topic, we need to address the same two points you’ll hear over and over – there are skills and there is attitude. Retailers: The Sky is NOT Falling for Every…. Ok then, ready to check out?”. Seven Steps of a Sale Step #1 6. The selling cycle breaks down neatly into six steps. Maybe your promotions aren’t working as well as before, or perhaps you just want to brush up on retail selling … Basically, if more people come in, put more in the cart, and what they put in their cart is profitable – everybody wins. If not, you need to get to work learning why they are. Demonstration/Presentation. While different salespeople and different products may necessitate a more detailed or uniquely tailored process, the five-step sales … Perfect for customers with goods in thier hands and in a hurry. In B2C the selling process may be transient and shorter. Once you know why they want what they want, everything gets easier…for you to do your best job of helping them get what they need to have success in whatever they are doing…from cooking a meal…to dressing for a job interview…to building a deck for their home. Reasons for the Sale. Retail Sales Training: How to Greet a Customer (& Avoid the Hell Zone) - Duration: 2:28. But it seems the same 7 step selling process, originally developed some one hundred years ago, still applies today regardless of the product or service being sold! Today, increasing sales requires personalizing your approach at every customer touchpoint. Mastering each one of these stages is essential if you're going to succeed in sales. As you already know, people have been selling things to other people for thousands of years. Seven Steps of a Sale Acronym 3. Product Knowledge This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. Seven Steps of a Sale 5. You’re in the business of helping people (and driving repeat business is more important than any one sale.) Vend’s team of retail experts will walk beside you every step of the way, with help available 24/7 … So during this course, we will help you to learn what to do – and what not to do. Let me know how your deck turns out, with the solution we put in place, it’s going to be awesome!”. There’s a saying that people don’t care what you know until they know how much you care. A D P O C P F Seven Steps of a Sale Acronym 4. Retail selling is exchanging goods to the public in exchange for money. If they are buying a hammer, do they have nails? You’re building a deck for your house. It is seen as a daunting task for some people. Ok. Something like, “Thank you for your purchase. Do you ever want to pay the price for anything if you don’t have to? Confirming the sale/referrals/inviting back. As of July 1, LinkedIn will no longer support the Internet Explorer 11 browser. Whether you’re at the beginning, intermediate, or advanced level of retail sales – my intent with this article is to do two things: 2. Handling Objections. The personal selling process involves seven steps that a salesperson must go through with most sales. Hi, these are new today, which style are you looking at? The Process of Selling THE SEVEN STEPS OF A SALE 2. Here we want to introduce you to some general business concepts of retailers. 1. We can give you a number of scripts and ways of approaching; but if you are not confident and/or have a frown on your face, they won’t work. Live them. The 7 Steps of the Sales Process. The Greeting. But the bottom line is, when you get the idea that there will be no more add-ons, and the buyer is ready you want to start them thinking about actually making the purchase. There’s an art to probing and questioning. Notice in the above sentence that you’ve also invited them back. Schedule Next Steps; Ask for the Sale; Cut out the Seven Steps for Successful Sales and keep it handy to prepare and reflect before each customer conversation. 4. Probing/Questioning. And in one small way with one demonstration you’re doing your part to increase traffic, basket. Will you need a tool-belt and knee-pads?” “No? Stick to Personalization In Sales and Marketing. Closing the sale. Sales is about helping people get what they want. A Seven Steps of a Sale Step #1 7. We will walk you through this process. Love them. e.g. There are many good, tried, and true ways of approaching customers, and many bad ones. 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