The Cycle of Selling

The Cycle of Selling

The cycle of selling is involved every single aspect of the job industry. Every occupation in the world has some aspect of selling; whether it be establishing rapport with clients or just communicating with the people in your office, everyone has some part in the cycle. The cycle of selling is a sequence of events that one must follow in order to become successful at their jobs. These eight proceedings that will be discussed are Pre-Approach, Approach, Introduction, Demonstration, The Close, Answering Objections, and Cash Collection.

First, pre-approach is the process of getting information about potential customers so the dealer can determine if they have a need for the product and which products are appropriate to the potential customer’s situation. Pre-Approach is so important because is helps you connect and potentially put your customers at ease. If you know something about your prospect and their neighbors it helps establish rapport and trust before any selling ever takes place. Pre-Approach also helps you decide what products to demo before you even knock on a client’s door. Knowing all this in advance will make you feel much more at ease and offers a higher chance of getting in the door. You should get pre-approach from everyone you can, except children. Some important information to ask is age, whether parents work during the day, and names of the families. By getting pre-approach you save time, which leaves you with better opportunities for quality prospects.

Next, the approach includes principles such as: relaxing, introducing self and product, that rejection is not personal, and creating a good first impression. The approach gives you a chance to show the book, whether inside the house, outside on the porch, or through the screen door. The approach is one of the most important steps of the whole cycle because you are selling yourself. If you don’t sell yourself, you don’t get into doors and no sells will be made. The most important thing to remember about approaching is even if it’s done perfectly, objections will still be thrown your way. The most important things to remember about approaching is talk low and slow, sounding like yourself when talking, being a complete lack of threat, and reassuring Mrs. Jones that you will leave. Having confidence in yourself and acting like your suppose to be their will also increase chances of getting into the house.

Then, the introduction is probably the most important step in the whole cycle, it is where the sale is made or lost. By saying the introduction every time you increase your paycheck by $2000-$4000. The introduction teaches the importance of rapport, how to establish it with a customer and how to create the right environment for presentation of the product. The biggest mistakes rookies make is they do not use the introduction. They both panic and forget about it or they just pull the books out without establishing rapport. I remember at the beginning of the summer I would not use the introduction because I was nervous, but when I started to use it, my whole presentation just came together. The biggest thing about the introduction is establishing rapport and finding something in common that gets you on the same wavelength. It helps put the family at ease and makes them fell important, while getting them to talk about themselves, which will opens them up to what you have to say. It also gives you a chance to gain control by eliminating distractions that might prevent your prospect from concentrating. The intro also helps you build interest in your product and find their specific need. Lastly, you must create a buying atmosphere because everyone likes to buy, but no one like to be sold. When you open the prospect’s mind up and let them know it’s ok to say no, they’ll feel free to say yes.

After that, the next part is the demonstration. The demo is probably the least important step, it is just a chance to back up the idea you have already sold them. The demonstration covers importance of questions, buying signs, customer’s involvement and proper demonstration of the product. The most important points to remember about the demo are maintain eye contact, communicate the meaning of words with voice inflection, verifying your delivery by talking faster to display enthusiasm or slower to emphasize and clarify important points, and ask questions to keep attention, focus people’s thoughts and avoid arguments. A good demonstration is tailor-made to fill the clients needs,