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.
Learn More at the Sales Growth Conference on September 29 2017 SalesGrowthCon.com
FAQs
There are four Steps in the sales process: 1) Greet, 2) Qualify, 3) Present, 4) Close.
What are the 4 pillars of sales process? ›
The art of selling is a complex one that requires a deep understanding of customer behavior, psychology, and needs. In order to be successful in sales, there are four fundamental pillars that every salesperson must master: customer trust, customer need, offer, and closing.
What are the steps of the retail sales process? ›
- Step 1 - Greet the Customer. You need to know HOW to greet every customer and welcome them into your store, shop or showroom. ...
- Step 2 - Ask KEY Questions. ...
- Step 3 - Qualify the Customer. ...
- Step 4 - Know Your Products and Services. ...
- Step 5 - Offer Options. ...
- Step 6 - Close the Sale. ...
- Step 7 - Validate Purchase and Thank the.
The enterprise sales process may be complex, but it can still be broken down into four easy-to-understand stages:
- Discovery.
- Diagnosis.
- Design.
- Delivery.
4 Sales Process Steps to Follow
- Connect: Finding the right leads and getting them to respond.
- Qualify: Making sure they're in the right place and at the right time.
- Close: Getting them to say yes to your stuff.
- Deliver: Having a process to continue the relationship.
There are four Steps in the sales process: 1) Greet, 2) Qualify, 3) Present, 4) Close.
What are the 4 P's of sales? ›
This is sometimes referred to as the 4-P's: price, product, place, and promotion. Salespeople and their companies fit into the place—the channel or distribution of the product. This is good strategic marketing information for salespeople to have.
What are the 4 steps of retailing? ›
Retailing Concept: Four Principles Every Retailer Should Know
- Customer orientation. The retailer determines the attributes and needs of its customers and endeavors to satisfy these needs to the fullest. ...
- Coordinated effort. ...
- Value-driven – Four unique management strategies. ...
- Goal orientation.
A sales cycle goes from leads to prospects to customers, and along the way, we earn the right to keep talking, listening, and selling. We have to take it one step at a time and do those steps in the right order. It's why we don't dive into our product details before we've found out the problem they're trying to solve.
What is the retail sales method? ›
The retail method calculates the value of ending inventory by subtracting goods sold during the period from total goods available for sale, using the following formula: Ending inventory value = goods available for sale - (sales x cost-to-retail ratio)
4. Confirm the Issue. Before you offer a solution, you'll need to confirm the customer's issue and address their concerns. Confirming the issue helps build trust, showing that you understand the customer's situation and can help them.
What are the 4 rules of selling? ›
Four golden rules for making the sale easy
- Understand the process and its impact on the customer experience. ...
- Don't tell the customer one thing and then deliver something else. ...
- Understand your customer and adapt your sales/service to match. ...
- Don't rely on the product alone.
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 are the 4 selling strategies? ›
A salesperson's selling strategies will differ, depending on the type of relationship the buyer and seller either have or want to move toward. There are essentially four selling strategies: script-based selling, needs-satisfaction selling, consultative selling, and strategic partnering.
What are the 4 A's of the selling process? ›
The four A's of the selling process are Acknowledge, Acquire, Advise, and Assure. First, acknowledge the customer's needs and concerns. Then, acquire information to better understand their situation. Next, advise them by offering tailored solutions.
What are the 4 S's in sales? ›
The model stands for Skills, Systems, Strategies, and Self, and it covers four key areas that sales coaches need to address with their salespeople.
What are the 4 pillars of sales readiness? ›
Think of it as a 360 approach to preparing not only your sales reps, but all customer-facing team members, with a focus on 4 primary pillars: foundational, continuous, transformational, and reactive.
What are the 4 parts of sales? ›
Effective sales systems consist of four components: customers, salespeople, sales leadership, and sales support. Customers should be at the core of everything a salesperson does.
