3) Selling techniques

Qualities needed to be a good salesperson

Important things to take into account

Early selling techniques

• Dale Carnegie (1888-1955)

« People rarely succeed unless they have fun in what they are doing »

AIDA

• Attention• Interest• Desire • Action

the selling process

• Preparation • Opening the sale• Processing the sale: « CREWSADE »• Comfort, Reliability, Ego, Worth, Self Esteem, Aesthetics,

Durability, Economy

• Sales presentation • Objection handling • Closing the sale

Some closing techniques

the direct close

The alternate close

The negative close

The emotional close

The assumptive close