My background stems from the Wireless Telecommunication Industry. I operated and owned MetroPCS Franchises and was a Simple Mobile Retailer. The information in this post is beneficial to inside retail sales. The information below is what I used to train my employees in their sales.
What is A Sale?
Merriam Webster defines Sale as “the act of selling something: the exchange of goods, services, or property for money.” Money runs this world! The purpose of money is to be exchanged for goods or services therefore based on the above definition, Sales run this world.
There are four Steps in the sales process: 1) Greet, 2) Qualify, 3) Present, 4) Close.
What is a greet?
Merriam Webster defines greet as “to address with expression of kind wishes upon meeting or arrival.” In the sales process, the greet step is the initial contact you have with the customer where you, the salesperson, approaches the customer in a comforting manner. This first engagement sets the tone for the transaction. Without a proper greet, it takes more work to have the tone of the transaction be in your favor (to close a transaction). Work smarter, not harder!
What is the Qualifying Step?
Merriam Webster defines qualify as “to give someone the necessary skill or knowledge to do a particular job or activity.” In the sales process, to qualify is to give you, the salesperson the knowledge to do a particular activity, which is to CLOSE! During the qualifying step, you are to obtain knowledge of what the customer’s needs and wants are. This is an important step, as you cannot successfully close a majority of your sales without properly qualifying the customer.
What is the Presenting Step?
Merriam Webster defines present as “an activity in which [the salesperson] shows, describes, or explains something to [someone or] a group of people” In the sales process, to present is to explain or show to the customer, what you, the salesperson believes is best product for them based on the information you gathered during the qualifying step.
What is Go-Back?
A go-back is an action taken when you are in the presenting step and have presented the customer with a product but not enough information was gathered in the qualifying step and/or reiterated and highlighted in the presenting step to convince this customer to purchase the product.
During the presenting step, you are to show or explain to the customer what product you have found based on what needs and wants they expressed to you. If the customer is not engaged in your presentation or denies the product, you must simply go back to the qualifying step.
What is a Close?
A close in product sales is the action of turning your prospect into a paid customer and a consumer of the product they purchased. Without reaching to step four, which is to close, you are essentially wasting you and your customer’s time. Unless your objective to have a conversation with them. The objective of the initial contact should be to close. Without closing, you are just talking. And talking does not make money. Closing makes money. Money pays the bills! Therefore based on simple math, closing pays the bills.
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FAQs
There are four Steps in the sales process: 1) Greet, 2) Qualify, 3) Present, 4) Close.
What are the 4 steps of sales presentation? ›
We use the acronym L.I.S.T. for Lead In – Investigate – Show and Sell – and Tie Down. An easy to remember four-step sales presentation. Lead In first, meaning take control and build rapport from the start.
What is enterprise 4 step sales process? ›
The fundamentals of enterprise sales can be broken down into four key stages: discovery, diagnosis, design, and delivery.
- Discovery. Given the length and complexity of an enterprise sales cycle, you'll need to know if a client is worth the time and effort early. ...
- Diagnosis. ...
- Design. ...
- Delivery.
The four stages of retail are emerging, growing, maturing and decline. To achieve success a business should focus on the four stages while ensuring they are meeting the 4 pillars of retail: price, selection, convenience, experience.
What are the 4 Ps of retail sales? ›
The four Ps are the four essential factors involved in marketing a product or service to the public. The four Ps are product, price, place, and promotion. The concept of the four Ps has been around since the 1950s.
What are the 4 levels of sales? ›
The four levels are: The Building Level, The Relationship Level, The Trust Level, and The Legacy Level. In the Building Level, the business is early and new. With growth, you start to see the value in relationships, which takes us into the Relationship Level.
What is the process of retail sales? ›
Retail Selling Process. The seven steps of retail selling are opening the sale, questioning or probing, demonstration or presentation, trial close, handling objections, closing the sale, and confirming the sale.
What are the 4 A's in a sale? ›
By focusing on acceptability, affordability, accessibility, and awareness, you can increase the likelihood of a sale and build customer loyalty over time. Remember to continually assess and refine your sales strategy based on the 4 A's to ensure continued success.
What is the process of sales? ›
What is a sales process? A sales process refers to a series of repeatable steps a sales team takes to move a prospect from an early-stage lead to a closed customer. A strong sales process helps reps consistently close deals by giving them a framework to follow.
What are the 4 steps of presentation? ›
4 steps for creating successful presentations
- Step 1: Define your presentation objective.
- Step 2: Understand your target audience.
- Step 3: Develop the core message of your presentation.
- Step 4: Find the common thread/story of your presentation.
- Our expert tip: The OSCAR principle.
The most important step in the sales process is finding out your customer's pain/strategic need. If you can unearth that information and determine whether or not your offering addresses it, then you can determine how to sell it, price it, close it or disengage efficiently.
What is the 4th step of the personal selling process? ›
Step 4: Presentation. Once the prospect has made it through the approach stage, the sales professional is ready to present the product to the prospect.
What are the 4 A's of the selling process? ›
This approach is organized around the values that matter most to customers: Acceptability, Affordability, Accessibility and Awareness, or the “4A's.” The 4A framework offers a customer-value perspective based on the four distinct roles that customers play in the market: seekers, selectors, payers and users.
What are the 4 Rs of retail? ›
It's at this point that the 4 “R”s of retail marketing makes most sense as we now move into the post purchase process. The 4 key aspects of retail marketing are the relationship with the client, relevance, reward and the reduction of costs.
What are the four 4 steps in the personal selling process? ›
Personal Selling Process - Key takeaways
Effective personal selling involves choosing the right leads, creating customer value, and using stories in the sales pitch. There are seven steps in personal selling: prospecting, pre-approach, approach, sales presentation, handling objections, closing, and follow-up.
What are the four A's of sales in order? ›
The 4 A's in sales refer to Acceptability, Affordability, Accessibility, and Awareness.
