Personal Selling Process
The personal selling process is an eight step approach that has been found to be beneficial in sales. The eight steps are: prospecting, preapproach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up.
Prospecting is the step where salespeople determine leads or prospects. After they figure out potential customers, they must determine whether they are qualified leads, or leads who are likely to buy. Qualified leads are those who have a need for the product, can afford the product, and are willing to be contacted by the salesperson.
Next, the preapproach is used for preparing for the presentation. This consists of customer research and goal planning for the presentation. Then comes the approach. This is when the salesperson initially meets with the customer. It is helpful to schedule an appointment to ensure capturing the buyer’s attention. Since first contact leaves an impression on the buyer, professional conduct, including attire, a handshake, and eye contact, is advised.
Following the approach is the need assessment. Salespeople should evaluate the customer based on the need for the product. They should ask questions to reveal the current situation, the source of any problems, the impact of the problems, the benefits of the solution, and the interest of the buyer.
Once the salesperson knows the needs, he or she is ready for the presentation. The point of this is to grab the customer’s Attention, ignite Interest, create Desire, and inspire Action, or AIDA. The salesperson can do this through product demonstrations and presentations that show the features, advantages and benefits of the product.
After this comes meeting objections. Customers who are interested will voice their concerns, usually in one of four ways. They might question the price or value of the product, dismiss the product/service as inadequate, avoid making a commitment to buy, or refuse because of an unknown factor. Salespeople should do their best to anticipate objections and respectfully respond to them. Then, gaining commitment comes next. The salesperson can use several different sales closes to move the sale forward. They can use the ‘alternative close’, the ‘assumptive close’, the ‘summary close’, or the ‘special-offer close’, among others. Finally, the salesperson must remember to follow up. Following up will ensure customer satisfaction and help establish a relationship with the customer.
Read more about this topic: Selling
Other articles related to "personal selling process, selling":
... The personal selling process is an eight step approach that has been found to be beneficial in sales ...
... It debuted at number three on the US Billboard 200 chart, selling 160,000 copies in its first week, and remained 28 weeks within top 20 of the chart ... It became both her highest-charting and highest-selling album to date on most international markets, and won numerous awards and accolades, including a Grammy Award for Best ... Never Say Never is listed in the Top 100 Best-selling albums in the US ...
... Carnegie encouraged Bettger to write his first best-selling books How I Raised Myself from Failure to Success in Selling and How I Multiplied My Income and Happiness in Selling ... Frank Bettger wrote a last book, entitled How I learned the secrets of success in selling in 1960 ...
... In Indonesia and Malaysia, cendol is commonly sold on the roadside by vendors ... It is even dessert fare in Singapore, found in dessert stalls, food centres, coffee shops and food courts ...
... basic dictionary definition of bestseller is self-evident, "a popular, top-selling book", the practical cultural definition is somewhat more complex ... Calling a book a "top-selling" title is not so impressive as calling it "the New York Times bestseller" ... greatly improves its chance of selling to a much wider audience ...
Famous quotes containing the words process, personal and/or selling:
“Science and art are only too often a superior kind of dope, possessing this advantage over booze and morphia: that they can be indulged in with a good conscience and with the conviction that, in the process of indulging, one is leading the higher life.”
—Aldous Huxley (18941963)
“Healthy parenting is nothing if not a process of empowerment. As we help to raise our childrens self-esteem, we also increase their personal power. When we encourage them to be confident, self-reliant, self-directed, and responsible individuals, we are giving them power.”
—Louise Hart (20th century)
“By bourgeoisie is meant the class of modern capitalists, owners of the means of social production and employers of wage labor. By proletariat, the class of modern wage laborers who, having no means of production of their own, are reduced to selling their labor power in order to live.”
—Friedrich Engels (18201895)