The 5 Phases
Welcome
Assessment
Presentation
Objection
Closing
Closing
Closing
Buying signals
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Is it available in other colors?
Is it in stock?
What are the measurements?
Can you deliver it?
Do you accept credit card?
Do you assemble it?
Can I have a discount?
Etc…..
Closing
Always make it a Win – Win situation
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Do you want to pay the full amount now
or only 50% and the rest when it is
delivered?
Do you want 2 or 3 pillows in the sofa?
Will you bring it home with you or shall we
deliver it?
Closing
Add on - Transition phrases
• Takes you easily from the first to the next
purchase.
• Divided into two categories
Closing
Questions
• How will this bench work for you at the end of the
bed?
• How will your current coffee table/painting/chair
match your new……..?
• Did you see the lamps on special offer? They would fit
your new sideboard perfectly
Closing
Statements
• This perfectly matched rug will look beautiful with your
new sofa.
• To complete the new look in your hall you should see
our mirrors.
• Let me show you our accessories section, we have
some really great lamps
Closing
Remember the good advice
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A good advice can be many things…
• Care products.
• Service
• How to maintain
• Coming products
• Etc.
Closing
Prepare a sales conversation
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Based on what you have learned about the
5 steps, you now have to prepare a sales
process.
• Help each other in the group with the
details.
• You know have to sale a complete
solution.
• Find one person in the group who shall
meet the customer of customers