Imagine you are working in an athletic gear store. A young woman comes in
wearing athletic shoes that are tattered and obviously heavily worn. She immediately
walks over to the display of new running shoes.
a) After assessing the situation, what would you most likely say the customer is
looking for? (1 point)
b) Describe how you would prepare to communicate, approach the prospect, and
make a presentation that would ultimately lead to a sale. (1 point)
c) Of the three main categories of sales presentations (prepared sales presentation,
consultative selling, or formula selling), which presentation type would you use?
Explain. (1 point)
d) What possible objection could the customer have? What could you do to persuade
the customer to still purchase a product? (1 point)
a) The customer is most likely looking for a new pair of running shoes.
b) To prepare for approaching the customer, I would familiarize myself with the features and benefits of the different running shoe options available in the store. I would also make sure to listen to the customer's needs and preferences before making any recommendations. When approaching the customer, I would greet her warmly and ask about her current athletic activities and shoe preferences. I would then guide her to try on a few different styles of running shoes, explaining the features of each and how they could benefit her specific needs.
c) I would use a consultative selling approach. This involves asking questions, listening to the customer's needs, and tailoring my recommendations based on her individual preferences and requirements.
d) One possible objection the customer could have is the price of the shoes. To persuade the customer to still make a purchase, I could highlight the quality and durability of the shoes, as well as any special features that may justify the cost. I could also offer to show her some more budget-friendly options or inform her about any ongoing sales or promotions that may apply.
answer all parts using simpler terms
a) The customer is looking for new running shoes.
b) To get ready to help the customer, I would learn about the different running shoes in the store. I would ask the customer about what kind of shoes she likes and what she needs. When I go up to her, I would greet her nicely, ask about her sports activities, and suggest a few different shoe options for her to try on.
c) I would talk to the customer and suggest shoes based on what she needs and likes. This is called consultative selling.
d) The customer might think the shoes are too expensive. To convince her to buy, I would talk about the good quality and long-lasting features of the shoes. I would also show her cheaper options and let her know about any discounts available.