Use the GUEST Process in Sales

This is an article on how to use Greet.Understand.Explore.Sale.Thank (GUEST) in a prosperous sales environment

Steps

  1. Greet
    • When the door opens the clock starts ticking. Greeting the customer is not as hard as people think. Common phrases such as "Hey, how's it going?" or "Welcome to *insert company name" my name is *insert your name* how can I help you?". Introducing yourself not only tells the customer who you are it also represents the company.
  2. Understand
    • When in Understand phase actively listening is important.
    • Listen to what they want and identify keywords to help you choose something for them easily
  3. Explore
    • After actively listening and understanding, show your guest the options that you've chosen while listening.
    • Show your guest around, guide them to the right choice. Remember you are the navigator.
  4. Sale
    • Move the customer over to your desk, and remind them how great the product is. It is at this point you should take any final questions.
    • Remind them of your return policies (if applicable)
  5. Thank
    • Thank the customer for their time as you proceed to walk them out the door.
    • Shake their hand if they make the gesture and send them off with a warm smile.
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