SELL THE

PRODUCT/SERVICE TO
POTENTIAL CUSTOMERS

ENTREPRENEURSHIP
CADALORIA HIGH SCHOOL
Convince your teacher to buy a
pen, try to incorporate value or
unique selling strategy you have.

1. Who do you think is the best

seller? And why do you think I
will choose him/her as a best
seller.
2. What is the last step in the
chain of commerce where a
buyer exchanges cash for a
seller’s goods or services.
 ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
At the end of this lesson you
should be able to:
•to define what is selling,
•apply selling strategies,
•to enumerate steps followed
in Selling.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
WORDS TO STUDY
Selling is the last step in the chain of commerce where a
buyer exchanges cash for a seller’s goods or services.
Personal Selling is a seller’s attempt to persuade a buyer to make
a purchase.
Selling Terms is the length of time a seller allows a buyer to pay
for the goods or services sold on credit.
Price is the market value, or agreed exchange value
that will purchase a definite quantity, weight or other measure of goods
or services.
Selling Techniques is the process of approaching prospective
customers or clients who were not expecting such an interaction.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
SELLING STRATEGIES
•Cold Calling
•Consultative Selling
•Direct Selling
•Persuasive Selling

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
 Cold Calling - the process of approaching
prospective customers or clients who were not
SELLING STRATEGIES

expecting such an interaction.

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
SELLING STRATEGIES Consultative Selling –

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
SELLING STRATEGIES

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
 Persuasive Selling – It calls for the ability of the seller
to persuade his buyer according to the compelling
SELLING STRATEGIES
reasons why the buyers need to buy your enterprise.

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
To gain success in selling, the following
steps may be followed

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
Steps You May Follow in Selling

1.Prospecting – You can get prospects from

a number of sources. oftentimes, referral
from existing customers is the best way.
What you only need to do is ask. On the
other hand, qualifying prospects is an
activity where you are trying to determine
whether you are likely to buy. The
importance of this is based on the premise
that not all prospects meet the criteria to
buy.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
Steps You May Follow in Selling
2. Sales Presentation – It is the time when you are
presenting your product or service to your customers with
the objective to stimulate further their interest.
Oftentimes, this activity begins with open - ended
questions. It helps you discover what your customers
want and need. There are at least four types of
presentation. One is stimulus –response where you try to
offer the necessary information (stimulus) at the right
time to make your clients buy (response). Secondly,
formula selling is more thorough in providing your
product information. The advantage of this is that it
reduces the risk of loosing important information. Thirdly,
canned presentation is presenting what you have
memorized or just doing it by reading. Finally, need
presentation involves asking questions and listening to
customers answers to identify their needs and desires.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
Steps You May Follow in Selling

3. Handling questions – Usually,

prospects are objecting based on costs,
benefits or both. They also do it because
they do not see the necessity to buy. Others
do the objection because they want the
deal to be more beneficial for them. In this
step you need to be patient and
demonstrate interest in you clients’ need.

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO

POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
 Steps You May Follow in Selling

4. Closing – This is one of the important steps

because in this stage you will ask your clients orders
and secure their commitment to purchase.
Oftentimes, you will be the one to initiate the
closing. ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
Steps You May Follow in Selling

5. Build Long –Term Relationships – Let it

not be said that the closing is not the end of selling
but the beginning of your long -term relations with
the customers. It involves follow - up sales to see to
it that they are satisfied with your enterprise.
William A. O’Connell came up with a conclusion in
his research that conducting the follow – ups are
necessary to obtain repeat sales from existing
customers. It also costs about half the amount
needed to close a sale with a new customer.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
Ideal Selling and Impressive
Product (ISIP) presentation
Divide the class into five groups, each
group will present a product, sell it to the prospect client
(your opposite group) using selling strategies and follow the
selling steps. Group may use different approach when presenting.
The class will be given ten minutes (10 minutes) to have a
group discussion and preparation.
Each group have maximum of 5 minutes presentation
Each group may opt to use the table in the lobby or at the back. Before
the presentation all chairs and table must return to its original
arrangement for classroom safety.
RUBRICS POOR(8 PTS) FAIR (12 PTS) GOOD (16 PTS) EXCELLENT (20 PTS)

IDENTIFY WHAT SELLING Student provided Student Student identified Student identified
STRATEGY/IES NEEDED FOR THE no selling strategy identified 1 2 selling strategy 3 to 4 selling
PRODUCT selling strategy strategy

UNDERSTAND AND DEMONSTRATE Students didn’t Students Students Students uses all
THE SELLING STEPS tackle any steps demonstrate just demonstrate from selling steps
the first step first to third step

Organization of Presentation Audience cannot Presentation set Presentation set up Student presents
Demonstrate organized sequence in understand up is not good. is mediocre. information in
presentation. presentation Audience has Student presents logical, creative
because there is difficulty information in sequence which
no sequence of following logical sequence audience can
information. presentation which audience follow. Extremely
Unprepared. because student can follow. No organized &
jumps around. major glitches in attractive visual
Never really gets the fluency of the aides.
started. presentation.

Ideal Selling and Impressive Product (ISIP)

ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
SHORT QUIZ
PART 1-5 TRUE OR FALSE
WRITE TRUE IF THE STATEMENT IS CORRECT

WHEN THE STATEMENT IS INCORRECT, WRITE

THE RIGHT WORD TO CORRECT THE
STATEMENT.
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
__________1. Selling - is the first step in the chain of
commerce where a buyer exchanges cash for a seller’s
goods or services.
__________2. Ice cold calling - the process of approaching
prospective customers or clients who were not expecting
such an interaction.
__________3. Direct Selling – face to face presentation,
demonstration and sale of products or services, usually at the
home or office of a prospect by the independent direct seller.
__________4. Consultative Selling – emphasize customers’
needs and meeting those needs with solutions combining
products or services.
__________5. Persuasive Selling – It calls for the ability of the
seller to persuade his buyer according to the compelling
Part 2: write the Steps You May Follow in
Selling
6. Step 1_______________________
7. Step 2_______________________
8. Step 3_______________________
9. Step 4_______________________
10. Step 5_______________________
ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL
 ENTREPRENEURSHIP-SELL THE PRODUCT/SERVICES TO
POTENTIAL CUSTOMERS by CHRISTIAN M. ISIP for CADALORIA
HIGH SCHOOL