Six steps to selling
Featured in the Selling through Customer Service training manual
By Tony Gillen
Category: Sales Skills
Credit price: 3 download credits (Single user)
Effective sales conversations follow a basic process that is simple and logical. The process is also efficient so that effective sales conversations can take place in no more than one or two minutes. Neither counter assistants nor customers want to spend time in a long-winded sales process that might lead nowhere. The sales process should be perceived by staff and customers alike as being a natural, normal conversation. Counter staff must also perceive the process as being easy to learn, simple to use and effective. They should also recognise that by talking to customers in this way their jobs will be easier, the customer better served and more product will be sold. This training activity deals with: the six-step sales process in a face-to-face meeting; and how to follow each of the six steps so they become a natural part of serving customers.
Begin the training activity by, briefly, explaining its purpose and content and follow the introductory briefing by checking the group’s attitude to selling. You will do this by writing their thoughts on three prepared flipchart sheets. Their entries will act as a basis for initial discussions on participants’ attitudes to selling. The short discussion that follows, therefore, pre-empts any objections to selling you might get and encourages those who like to sell to welcome ways to sell efficiently. This discussion is followed by your demonstrating the six steps in a sales conversation with a volunteer. This conversation is a fun way of introducing the process and leads on to a review of the six steps before dwelling on each step in detail. Each step is explored by the participants and practised in role play. The training activity ends with a review of what has been learned and how it will be employed on the shop floor.
Who is it for: This training activity is intended for use by trainers with participants to explain the six-step sales process and how to follow it to make selling effective and easy.
| Resource Type: | Activity |
| Min Group Size: | 6 |
| Max Group Size: | 12 |
| Typical Duration: | 02:30:00 |
| No of Pages: | 20 |
Resources: View standard resources for Fenman training activities
Additional resources: Products to demonstrate selling, for example, bottle of beer, a packet of cigarettes, a popular magazine.
Purpose: This training activity is intended for use by trainers with inexperienced counter staff and with those who are experienced at serving customers but who do not capitalise on sales opportunities or those who would but are ‘too busy’ to sell.
Download the training activity, Six steps to selling as featured in the Fenman training manual; Selling through Customer Service