Why Have a Selling Method?

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<p>Why have a selling method?&nbsp; Using a selling method ensures consistency in delivering quality sales and service to the consumer.&nbsp; As in any profession, the ability to deliver excellence is achieved through a measurable and consistent delivery of performance&mdash;whether&nbsp;it is performing as a musical artist, an Olympic athlete or a Retail Sales Associate.</p> <p>There are many types of selling methods;&nbsp;your job is to adopt a method that&#39;s congruent with your company&#39;s mission of providing exceptional sales and service to the customer.&nbsp; In this course, we will present one of the most popular methods, &ldquo;Participative Selling.&rdquo;</p> <p><strong>The Three &ldquo;P&rsquo;s&quot; of Retail</strong><br /> Retail sales primarily deals with <strong>Products, Prices </strong>and<strong> People</strong>.</p> <p>Over the years,&nbsp;there has been a commoditization of Product and Price due largely to the availability of these two elements. This has resulted in a shift to the last area of differentiation for many retailers:&nbsp; People.&nbsp; The Participative Selling process focuses on the People&nbsp;aspect, and will give you an edge over commodity selling.</p> <p>Many of the skills you will learn in the Participative Selling process will help you to better know your customers and build a strong relationship with them.&nbsp; You will learn to provide them with a buying opportunity that supports their physical and emotional needs.</p> <p><strong>Physical Needs vs. Emotional Needs</strong><br /> The customer has a physical need, which typically is a product at a specific price or budget.&nbsp; But there are other needs that can be just as important.&nbsp; Emotional needs&mdash;such as recognition, trust, being understood, feeling respected and appreciated&mdash;can turn&nbsp;customers&nbsp;from one-time buyers into lifetime customers.&nbsp; Your understanding of these needs will help you master the Participative Selling process and help you gain long-term customers instead of short-term visitors to your store.</p> <p><strong>Participative Selling</strong><br /> This system focuses on both the physical and emotional needs of the customer, and can be quantified and measured to ensure performance.&nbsp; It is essentially comprised of seven (7) steps or engagements that occur between the Sales Associate and the customer.</p> <ol> <li>Greeting</li> <li>Building Rapport</li> <li>Establishing Purpose</li> <li>Qualifying Needs</li> <li>Suggesting Product</li> <li>Asking for the Sale</li> <li>Handling Objections</li> </ol> <p>We call it &quot;Participative&quot; because the process allows the customer to make a buying decision, rather than the &ldquo;old school&rdquo; approach of&nbsp; the Sales Associate trying&nbsp;to push product or &ldquo;sell&rdquo; the customer.</p> <p>Instead, we will be attempting to understand and&nbsp;develop a relationship with our customers that&#39;s built on trust and respect. We allow our customer to&nbsp;reach a buying conclusion while reinforcing their emotional needs; this creates a situation that allows that&nbsp;person&nbsp;to become a long-term customer.</p> <p>&nbsp;</p>