Selling Process (1)
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SELLING PROCESS
By:Ankit Mehta
Sneha Jadhav
Vikram ChoudharySumanth JainDevika Rani
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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.
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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
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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.
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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.
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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.
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Methods of Prospecting
Cold Canvassing/ Cold Calls. Prospect pool.Centre of influence.Direct mail. Endless Chain Customer Referral.
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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.
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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.
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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.
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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.
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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.
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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
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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.
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Follow up
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