Post on 03-Apr-2018
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Sales ProcessName Roll No.
Nadeem 01
Dipesh 02
Jitendra 03
Mayur 04
Monal 05
Navin 06
Bhushan 07
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Prospects
Pre-
Approach
Approach
Presentation
Objections
Close
SalesProcess
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PROSPECTING
Prospecting is the lifeblood of sales because it identifies
potential customers.
Reasons for new prospects:
To increase sales
To replace customers that will be lost over time
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As a sales person you can ask yourself three questions to
determine if an individual or organization is a qualified prospect:
1. Does the prospect have theMoney to buy?
2. Does the prospect have the Authority to buy?
3. Does the prospect have the Desire to buy?
A simple way to remember to remember this qualifying process is
to think of the world MAD.
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Cold canvassing
Endless
chain customer referral
Orphaned customers
Sales lead clubs
Prospect lists
Get published
Public exhibitions and
demonstrations
Center of influence
Direct mail
Telephone and telemarketing
Observations
Networking
Prospecting methods
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Pre-approach
Sales person determines sales call objectives.
Develop customer profile.
Customer benefit program.
Selling strategies.
Customers need are determined.
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Approach
An approach is a method designed to get prospectsattention and interest quickly and to make a smoothtransition into the next part of the presentation.
Each prospects and every sales situation is unique, so asalesperson should be adaptable.
A salesperson should create a lasting impression on theprospect.
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Ways of Making a Good Impression
Waiting for the prospect.
The entrance.
Rules of Twelve :First twelve words.
First twelve footsteps.
First twelve inches from your shoulders.
Handshaking.
Selecting a seat.
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Types of Approach
Introduction Approach.
Referral Approach.
Benefit Approach.
Product Approach.
Compliment Approach.
Question Approach.
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Making the Presentation
Highly customized presentation
Demonstrations
Audio-visual aid
Pause
Address the needs
Show that you CARE about the customers needs
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Objections
Trial close & response
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Categories of objections
Hidden objections
Stalling objections
No need objections
Money objections
Product objections
Source objections
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Responding to objections
Develop a positive attitude
Commit to always tell the truth
Anticipate objections
Relax and listen do not interrupt
Forestall known concerns
Evaluate objections
Meeting Objections
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Closing a sales call
Financial OfferingsDiscounts Credit Terms
Buying HintsBuyer Questions Requirements
Final ClosingProbing method Alternative Choice
Direct Request Balance sheet Method