Bell Work8/26/15

List the three types of approaches

Initiating the SaleChapter 13

• Selling – Matching the customers needs and wants to the features and benefits of a product.

The Approach

• Make or Break a sale within 1st few minutes.• Three purposes:• 1) Begin conversation.• 2) Establish relationship.• 3) Focus on the product.

Service Approach

• The salesperson ask the customer if he or she needs assistance. “How may I help you?”

• Use open-ended questions.• Remind customers to ask any questions later on.

Greeting Approach

• Welcomes them to the store. • Sets positive atmosphere, smile.• Name places you experience this.• Use rising tone in your voice.

Merchandise Approach

• Usually most effective initial approach because it focuses attention on the product.

• Goes right to the feature and benefits of the product.

• Asks questions about the product customer is showing interest in.

Conversation Skills

• Walk up and start talking about merchandise without asking if they want assistance.

• Give info that is not apparent to the eye.• Inform them about value, popularity or

features.

Cereal Box

• Name of cereal• Name of cereal company• Pic/Celebrity• Slogan• Name of partners• Border