Selling Process (1)

download Selling Process (1)

of 16

Transcript of Selling Process (1)

  • 7/31/2019 Selling Process (1)

    1/16

    SELLING PROCESS

    By:Ankit Mehta

    Sneha Jadhav

    Vikram ChoudharySumanth JainDevika Rani

  • 7/31/2019 Selling Process (1)

    2/16

    The Selling Process

    The Selling Process is defined as a process by

    which sales person identifies and locates the

    prospects, separates the prospects from the

    subject, approaches them and makes a sales

    presentation, handles their objections, and

    close a sale.

  • 7/31/2019 Selling Process (1)

    3/16

    Stages in Selling Process

    Pre-Sale

    PreparationProspecting

    Pre-Approach

    Before the

    Interview

    Approach to

    Customers

    Sales

    Presentation

    Handling Customer

    Objections

    Closing the

    SaleFollow Up

    Action

  • 7/31/2019 Selling Process (1)

    4/16

    Pre-Sales Preparation

    Helps a salesperson to present a muchcredible picture to the customer.

    Develop customer-oriented attitude. Aware about the credit policy of the

    organization.

  • 7/31/2019 Selling Process (1)

    5/16

    Prospecting

    Identifying potential buyers who have the need for the

    products/service offered by the company.

    Salespersons identify three sets of customer in prospecting

    stage.

    Lead = need & desire to purchase but no ability purchasing

    power.

    Prospect = have demand & can get sub benefit from buying.

    Qualified = need + ability to buybut needs further

    persuasion about product delivery.

  • 7/31/2019 Selling Process (1)

    6/16

    Process of Prospecting

    Who is the prospect?Identify & define the prospects

    Where can we locate them?Search for source of potential Accounts.

    Distinguish suspect & Prospect.Qualify the prospects from the suspects.

  • 7/31/2019 Selling Process (1)

    7/16

    Methods of Prospecting

    Cold Canvassing/ Cold Calls. Prospect pool.Centre of influence.Direct mail. Endless Chain Customer Referral.

  • 7/31/2019 Selling Process (1)

    8/16

    Pre- Approach before selling

    Salesperson must understand the personal needs of

    prospect to know the way the prospects think.

    He must study customers behavioral pattern by listening

    to him patiently, questioning him without offending andobserving the non-verbal cues like body language and

    dcor of the prospects environment.

    Salespersons must always make FAB analysis of every

    prospect. Feature; Advantages and Benefit of the productto the prospect.

  • 7/31/2019 Selling Process (1)

    9/16

    Major benefits of Pre-sale planning isgrouped in four categories

    1. Creating high level self confidencebefore meeting customer.

    2. Developing an atmosphere of goodwill &trust.

    3. Creating an image of professionalism.4. Setting high selling targets before

    making a call.

  • 7/31/2019 Selling Process (1)

    10/16

    Approach to the Customer

    Comes in contact with the potentialcustomers and makes efforts to influencethem for a favorable decision.

    Various approaches : benefit approach,focusing on consumer benefits, referralapproach, focusing on a third partysrecommendation, introductory approach,

    focusing on the selling company and thesalesperson, focusing on the physicalelements of the product.

  • 7/31/2019 Selling Process (1)

    11/16

    Sales Presentation

    This involves a persuasive vocal and visual explanation of a

    business proposition

    Developing an effective presentation by using certain

    guidelines- planning, use of technology, benefit plan,

    Prospects Language.

  • 7/31/2019 Selling Process (1)

    12/16

    Handling Customer Objection

    Objections normally pause the salesprocess.

    I am not yet ready for the real buying.Objections may take in form of : doubts,

    minor objections and major objections.Objections provide feedback for those

    points where the prospect does not agreewith either the need or the stated benefitfor that will meet these needs.

  • 7/31/2019 Selling Process (1)

    13/16

    Methods of Handling CustomerObjections

    Superior featuremethod

    Yes but method Reverse English

    method Indirect denial method Pass out method Comparison method

    Direct denial method Another angle method Narrative method Testimonial method Question or why

    method

  • 7/31/2019 Selling Process (1)

    14/16

    Closing the sale

    Methods of closing the sale: assumptive close negative close caution method implied content method special induced method

    direct order method choice narrowing method ownership suggestions method.

  • 7/31/2019 Selling Process (1)

    15/16

    Follow up

  • 7/31/2019 Selling Process (1)

    16/16