The Selling Process
Introduction to Business & Marketing
Selling Process

Process of matching customer
needs & wants with
features/benefits of a product

There are 7 steps in this process

Sales person plays vital role in this
process
Step 1
 Approaching
the Customer

Greet the customer face-to-face

Begin conversation

Establish relationship
Step 2
 Determining
Needs

Learn what the customer is looking for

Decide which product to show first

Determine what features to highlight
Step 3
 Presenting
the Product

Educate the customer about the product

Explain why this product would be best

Give other product options
Step 4
 Overcoming
Objections

Learn why customer is reluctant to buy

Provide information to remove confusion

Help customer make satisfied decision
Step 5
 Closing
the Sale

Get customer to be positive about purchase

Happy customers buy more & more often

Money is exchanged
Step 6
 Suggestion
Selling

Additional products are recommended

Typically sale items are suggested

Add-on’s for the original purchase item
Step 7
 Relationship
Building

Create means of contact with customer

Happy customers tell their friends

Make money in commission-based jobs
IT’S PROJECT TIME!!!
Think about a product that you recently
purchased at the store (any product)
 Take that product through The Selling
Process (all 7 steps must be used)
 You may serve as either the customer
or the sales associate
 We will present these projects in class
 YOU MUST CREATE 3 SCENARIOS!!!
