ANPOCS

During the demonstration of an iPad, a customer told the salesperson, "It looks compllicated - I don't believe I could learn how to use it."

• Approach the customer
• Overcome objections
• Determine customer needs/wants
• Present the product

A salesperson says to a customer, "How are you today, Mr. Miller?"

• Close the sale
• Approach the customer
• Prepare for the sale
• Follow up / suggestive selling

Lawrence is a customer interested in buying a new car.  He wants on that is easy to drive and economical.

• Present the product
• Determine customer needs/wants
• Close the sale
• Overcome objections

A salesperson carefully removes a watch from a display case to show it to a customer.  The watch is then gently placed in the customer's hands.

• Overcome objections
• Present the product
• Close the sale
• Approach the customer

An industrial equipment salesperson goes to a training class to learn as much as possible about the products he/she will be selling.

• Preapproach
• Present the product
• Overcome objections
• Close the sale

A customer stops at a Jeep dealership to request some brochures about the latest model Jeep.

• Approach the customer
• Determine customer needs/wants
• Present the Product
• Lead generation / find prospects

An insurance salesperson spends time researching potential customers for a certain type of life-insurance policy.

• Preapproach / Prepare for the sale
• Approach the customer
• Present the product
• Close thesale

A customer decides to purchase a laptop computer.  The salesperson then suggests software and a printer.

• Determine customer needs/wants
• Suggestive selling
• Present the product
• Reaffirm relationships/follow up

A customer has stated that she wants to buy luggage that is easy to handle.  The salesperson says, "This piece of luggage also has recessed wheels, which means that you can pull the luggage easily for long distrances without getting tired."

• Determine customer needs/wants
• Present the product
• Prepare for the sale
• Suggestive selling

John, a car salesperson, offers his customers a $50 gift certificate to a local restaurant if their referrals purchase a car.

• Follow up after the sale - reaffirm relationship
• Close the sale
• Prepare for the sale
• Approach the customer