List and describe the seven steps of selling. Give an example of each step. CH12 - Essay Example

Seven Steps of Selling Seven Steps of Selling Selling is a process that involves a series of steps.The seven steps are as follows:1) ApproachThe approach step involves the identification of potential customers who require the products. As the seller, get to know if they qualify for the product by assessing their ability to pay or they are just asking (Silver & Howard, 2006). High school principals, for example, are potential customers for several batches of school uniforms. 2) Determine needsDetermining needs involves finding out the specific products and services needed by the customers identified in step one.

In order to determine their needs, ask questions and allow them to provide detailed answers (Silver & Howard, 2006). In the case of a school principal, ask the number of uniforms needed, sizes and colors.3) Presentation of the product and serviceIt refers to selecting products that meet the needs of the customers and making appropriate recommendations. In this step, the seller restates the information by the customer as a way of confirmation. 4) Overcome objectionsOvercoming objections involves eliminating all customers’ doubts by answering all questions they have concerning the product.

A customer, for example, hiring one of your taxi cars can ask how long the car has been operating, its fuel consumption, any mechanical problems, and whether it is licensed (Silver & Howard, 2006). 5) Close the saleIn this step, the customer makes a commitment and ends up buying the product. Give out your product as you receive the cash (Silver & Howard, 2006). A polite way of doing so would be, for example, asking, “Will you family be comfortable with the Toyota corolla?” 6) Perform suggestion sellingIn this step, the seller makes compliments and presents ideas that can lead to additional product sales.

Normally, the suggested sales have a relationship with the original purchase (Silver & Howard, 2006). You can, for example, recommend the customer who hires your taxi to fuel it in a nearby filling station where you have shares. 7) Follow upFor success in business, entrepreneurs should stay in touch with customers even after making the sales. Follow-ups include making phone calls, sending emails, and wishing them happy birthdays. Such actions help retain customers (Silver & Howard, 2006).ReferencesSilva, K. E., & Howard, D. M. (2006).

Hospitality & tourism. New York, NY: McGraw Hill.