1. Required fields are marked *, Copyright © 2020 Marketing91 All Rights Reserved, The 10 Steps of the Sales Process Explained, Salesmanship - Definition, Importance and Types, 10 Amazing Cold Calling Tips and Advice For Closing Prospects, Importance of International Business – Benefits of International Business, Sales planning process explained with effective sales process, What is Sales Growth? use the bank computer database, ask friends, ask family. The Bi-Sell-Cycle™ The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. 5. This preparation involves research about the potential customers, such as market research. Sales forecast become easier because of the predictable outcome from a standardized sales process. You can follow me on Facebook. The 7 steps of selling process are explained below in detail: 1. The first step in the process involves prospecting. The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. Memorized 4. Definition: Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product.It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale. In most of the organizations, the objective is set by the higher management which is circulated to the sales team according to the sales process. It also helps to obtain necessary information about the market and pass on the same to the producer. Salesperson notes down all the objections by the customer and addresses them one by one. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. 10 step sales process 1. As the negotiation phases complete, the deal is closed. Things like usage of the customer, the potential, competitive products used by the customer, his preferences, liking and disliking; all of these should be known by the salesperson to position his product properly. Focus on the types of customers you wish to a2ract. Write. Key Takeaways Key Points. Personal selling provides a detailed explanation or demonstration of the product. Every business is carried out in a different way hence the approachability to the customers will be different in different industries. when in doubt the team can refer to the procedure and follow the steps accordingly. Product/Service Delivered & Payment Received. I am currently taking a suppy chain/logistics course and I thank you for all of the meaningful information your website has provided. The pre-approach involves preparation for the sales presentation. Not following a sales process map, you are leaving the outcome to chance. Formulating a sales process varies from industry to industry but here are general steps : Since sales are the revenue generator for the organization, the very obvious objective for a sales team would be to achieve sales targets. The nest step in the personal selling process is called the ‘pre-approach’. Discovery: Finding out What Customer’s Need ... Identify the basis for and the importance of follow up as part of the personal selling process and sales promotion. Prospecting: Searching for prospects is prospecting. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. 2. The 8 step personal selling process. The usage pattern of the customer in the sales process also tells the salesperson about the probable business the customer can give. Imagine you are about to ride a bicycle. If the negotiation turns out to be positive, the sale is realized and if the negotiation turns out to be negative the customer is lost and the deal is closed. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. The stages in personal selling are briefly explained below. The 10 Steps of the Sales Process Explained July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles The sales process is a combination of reproducible and repeatable steps that any sales team can formulate and follow in order to convert a prospect into a substantial customer. at times the salesperson may visit different customers by walk-ins or cold calling to segregate the leads into prospects according to the sales process. Each stage of the process should be undertaken by the salesperson with utmost care. A presentation can be classified into the following categories − 1. This value safeguards the minimum expected profits per product. Step 2 Planning. Be consistent. Presentation and demonstration: 5. PROSPECT Define the target audience you want to a2ract and use channels such as social media to find them. The step to determine whether the customer is going to be a regular customer or a one-time customer. Since the process is uniform everywhere, the management and the sales team can speak in one language which makes it easier for both of them to understand at what step they are and at what future are they looking at. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. The approach should be formal and the salesperson should ensure that he carries all the necessary to is Sales-aid, brochures, information leaflets and everything else that would be necessary for the discussion with the customer. The personal selling process consists of a series of steps. bennyf17. The sales are considered closed at this time. Customer may face hindrances or problems during usage of the product and at this time, is it is crucial that the salesperson supports the customer with after-sales service and if necessary, by connecting him with the customer service team. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. The final step in the personal selling process is referred to as the ‘follow up.’ The follow up involves the salesperson contacting the customer after the sale to ensure that the customer is satisfied. The primary objective of chalking out a sales process is to achieve and exceed sales targets. Arguments against personal selling. Table 2 Stages and objectives of the personal selling process Step 1. 6 Steps in Negotiation which occur in the Negotiation Process. Terms in this set (10) Step 1 identifying the customers. Another objective of the sales process is to equip the sales team with the necessary knowledge to convert the customer. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. It should also be interesting to keep the customer involved in the conversation. Some people condense them into a 7 steps car sales process and some sales trainers stretch it out to twelve steps for selling a car, but after years of being in the car sales business I feel that this 10 step car sales process covers the procedure quite well. The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems and prescribe a suitable solution. Prospecting refers to locating potential customers. First, payment is collected, and the work begins. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Typically, a sales process consists of 5-7 steps: Prospecting , Preparation , Approach , Presentation , Handling objections, Closing, and … The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. The 8 Step Personal Selling Process The Personal Selling Process Step One Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight The objective should be achievable and time-bound rather than being unrealistic and unachievable. In this step, the salesperson has to give the presentation regarding the product to the customer. I am a serial entrepreneur & I created Marketing91 because i wanted my readers to stay ahead in this hectic business world. Process of Sales funnel creation, What is Sales Conversion? The first step in the selling process is to identify prospects. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. The goal of the approach is to determine the specific needs and wants of the individual customer, as well as allowing the potential customer to relax and open up. In the former case, it is the duty of the salesperson to follow up with the customer in accordance with the sales process to provide after-sales service while in the latter case the salesperson can focus on other customers. 1. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. And that’ what, this first step towards a winning personal selling deal is based on. Alternatively, the organization can also look into the sales numbers which will give a clear idea of whether the process is a success or not. Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. However, a value proposition can be defined by the salesperson and the prospect together. b. Gravity. Most often than not, the negotiation is with respect to the pricing of the product. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. The Seven Steps of the Personal Selling Process Prospecting. PLAY. The following fictional story recounts how llya Rastova landed the biggest client of her career. 6. Step 2: Preapproach. The salesperson discusses all the possible pros and cons of the product. The 7-step sales process is a great start for sales teams without a strategy in place—but it's most effective when you break the rules. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. Work with an actionable definition of value. Match. The salesperson asks all the necessary questions to the customer about us current usage to confirm his customer history. In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. A good sales process helps the sales teams to tackle all kinds of customers and achieve their targets. In order to secure a sale, the salesperson must address these questions or concerns; this step is referred to as ‘handling objectives.’. c. Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. During the ‘closing the sale’ step, prices and payment options may be negotiated. If the customer has any existing issues with the product, the salesperson will address them. The management can take feedback from any salesperson. The presentation should be clear and understandable by the customer. Although the company may provide leads, sales representativesneed skills in developing their own leads. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. In some cases, customers are the ones who walk into the salesperson while in other cases, it is the salesperson who goes to the customer’s place. 4. Key Points The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting... Marketing and sales differ greatly, but have the same goal. She/he should explain the features of the product and how it will fulfill the needs. No process is perfect in every process needs improvisation from time to time. For example, an inbound lead takes care of the prospecting step. 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