A presentation can be classified into the following categories − 1. 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 presentation should be clear and understandable by the customer. Although the company may provide leads, sales representativesneed skills in developing their own leads. Approach: 4. The language used for each step may differ, and there will sometimes be an internally devised acronym somewhere in the mix, but essentially this is the most common framework of behaviours forming the sales process. Engaging in speaking and writing of activities that will draw attention. In this step, the salesperson has to give the presentation regarding the product to the customer. 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. Test. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. Your email address will not be published. 1. You can follow me on Facebook. This is a very important step in the entire sales process as the deal can either break or close at this step. The preparation and research a salesperson does before making the sales call. 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. 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. Process of Sales Conversion, What is Sales Enablement? Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. I love writing about the latest in marketing & advertising. Step 3: Approach. The most important thing to be done as a sales manager is the standardization of the steps so that everyone from the sales team can follow the sales process and there would be uniformity. The objective of the customer is to get the product at the lowest possible price while that of the salesperson would be to get as much profit as possible out of the deal. Learn. 4. Presentation and demonstration: 5. The organization provides a minimum value which can be negotiated with the customer and below which, the sale cannot be done. 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. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. PROSPECT Deﬁne the target audience you want to a2ract and use channels such as social media to ﬁnd them. In order to secure a sale, the salesperson must address these questions or concerns; this step is referred to as ‘handling objectives.’. For example, an inbound lead takes care of the prospecting step. The nature of the product, the nature of the customer, industry and the objective should be in sync with each other. Examining data sources (newspapers, dir… 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 A good sales process helps the sales teams to tackle all kinds of customers and achieve their targets. The objections could be about the features, the benefits, the pricing or any other aspect of the product. 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. 4. The usage pattern of the customer in the sales process also tells the salesperson about the probable business the customer can give. Prospecting refers to locating potential customers. 1. However, a value proposition can be defined by the salesperson and the prospect together. 5. I am currently taking a suppy chain/logistics course and I thank you for all of the meaningful information your website has provided. Personal selling is one of the forms of promotion or marketing communications used by organizations to communicate with the marketplace and drive purchases of their products. The Steps in completing the Sale. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. If the customer has any existing issues with the product, the salesperson will address them. PLAY. Fully automated 2. The salesperson uses all the necessary tools, provided by the organization in the sales process, which are used for the conversion of the customer. Flashcards. Nothing will create more success than consistently taking one step forward each day. Importance and Process of Sales Control, What is Sales Audit? This ultimately benefits the organization in terms of. Key Takeaways Key Points. I am a serial entrepreneur & I created Marketing91 because i wanted my readers to stay ahead in this hectic business world. 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. The following fictional story recounts how llya Rastova landed the biggest client of her career. Semi-automated 3. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. The personal selling process consists of a series of steps. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. 1. The step to determine whether the customer is going to be a regular customer or a one-time customer. 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. A successful follow up stage of personal selling can be very effective in ensuring repeat sales, evaluating the effectiveness of the salesperson, and obtaining additional referrals from the satisfied customer. The stages in personal selling are briefly explained below. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales org's unique needs. Having an organized set of sales processes is necessary for the sales team so that they can get sales to achieve their targets. The first step in the selling process is to identify prospects. Presence of competition would also be an objection to the salesperson and he should ensure that all the objections are handled correctly at his end as mentioned in the sales process. Arguments against personal selling. No process is perfect in every process needs improvisation from time to time. Product/Service Delivered & Payment Received. 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. Once the business model is understood then the salesperson can proceed individually with the following steps of the sales process: The salesperson person works on all the prospects that he has been given. There could be a lot of leads who would never be customers and it is essential that the salesperson separates these non-customers from the prospects and focus on the prospects rather than wasting visits on the non-customers. 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. Gravity. Costs can be controlled by adjusting the size of the sales force. The sales process is also useful to train new salespeople in the team. 10. 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. Salesperson notes down all the objections by the customer and addresses them one by one. The Seven Steps of Selling Step 1: Prospecting and Qualifying. Prospecting refers to locating potential customers. Pre-approach: 3. Match. The next step in the personal selling process is referred to as ‘closing the sale’. Let's stay in touch :). Write. The Bi-Sell-Cycle™ The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them? In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. a. Table 2 Stages and objectives of the personal selling process Research is useful in planning the right sales presentation. The first step of the personal selling process is called ‘prospecting’. The sales process acts as a guide to the sales team. Every business is carried out in a different way hence the approachability to the customers will be different in different industries. Step 2: Preapproach. In the case of businesses where customer approaches the salesperson or the organization, the same process should be followed. 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. 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. Spell. Process of Sales Enablement, What is Sales Control? The salespeople will be the best source to check the success of the process. It also helps to obtain necessary information about the market and pass on the same to the producer. In the end, it comes down to these ten: 1. 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. 3. Who customers the sales representative is the face of the company and if the salesperson is not trained properly and professionally, it represents the organization very poorly. 1. Sales forecast become easier because of the predictable outcome from a standardized sales process. Sales growth Explained in Detail, What is Sales Funnel? Memorized 4. Prospecting: Searching for prospects is prospecting. Another objective of the sales process is to equip the sales team with the necessary knowledge to convert the customer. 10 steps really aren’t much when you consider the fact that several of those steps are usually grouped together. 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. The salesperson discusses all the possible pros and cons of the product. Standardizing a sales process helps in proper implementation in the market. 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. 10 step sales process 1. With this step in the process, sales representatives... Pre-Approach. Be consistent. The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. The next step in the personal selling process is called the ‘sales presentation’. Most often than not, the negotiation is with respect to the pricing of the product. At a high level, here is the 10-step process to objective selling. The primary objective of chalking out a sales process is to achieve and exceed sales targets. The nest step in the personal selling process is called the ‘pre-approach’. 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. As the negotiation phases complete, the deal is closed. Here, prospect is a person or an institution who is likely to be benefited by the product the ... 2. Once the objective is in place it is to be divided amongst the team on an individual level so that every salesperson has his own target to work on. Personal selling can be defined as: direct person-to-person communication between sellers and potential customers, with the aim of persuading potential customers to purchase products. 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. But it seems the same 7 step selling process, originally developed some one hundred years ago, still applies today regardless of the product or service being sold! Organized 5. The personal selling process involves seven steps that a … Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. The objective should be achievable and time-bound rather than being unrealistic and unachievable. Personal selling provides a detailed explanation or demonstration of the product. If need be the salesperson contacts the organization and sets up a meeting with the product manager who is required to answer all the customer objections if the salesperson is unable to answer them. Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The Seven Steps of the Personal Selling Process Prospecting. It is very essential that everybody on the team has understood the objective and are on the same page in accordance with it. Think of the front wheel as the buying cycle and the back wheel as the selling … The Selling Process 10 Steps. She/he should explain the features of the product and how it will fulfill the needs. Steps of Sales Audit. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles. The salesperson should also form SMART objectives for converting the customer. Focus on the types of customers you wish to a2ract. The management can take feedback from any salesperson. Personal selling is an effective way to promote and sell high priced and/or complex products. The salesperson now approaches the customer at a pre-decided time. Personal Selling Process. Not following a sales process map, you are leaving the outcome to chance. Personal selling becomes necessary for a firm to achieve quick sales. This value safeguards the minimum expected profits per product. All material copyright (2015-2020) and for educational purposes only. Step 2 Planning. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. before approaching the customers, it is necessary that the salesperson studies the history of the customer. Personal Selling Process Steps. Changes if necessary, are to be done immediately and the sales team is to be upgraded on priority. And that’ what, this first step towards a winning personal selling deal is based on. Created by. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. 6 Steps in Negotiation which occur in the Negotiation Process. First, payment is collected, and the work begins. STUDY. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. The next step would be to understand the working model of the business in the sales process. 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. Typically, a sales process consists of 5-7 steps: Prospecting , Preparation , Approach , Presentation , Handling objections, Closing, and … 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. Your email address will not be published. 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. Imagine you are about to ride a bicycle. This preparation involves research about the potential customers, such as market research. 6: Overcome Resistance and Handle Objections, Importance of Sales Process and Sales Cycle, Peer Mediation | Purpose, Process, Types and Characteristics, Human Resource Planning or HRP – Objectives, Importance and Steps, Delegation | Difference between Delegation and Work Direction. 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. Process of Sales funnel creation, What is Sales Conversion? The next step in the personal selling process is called the ‘approach’. when in doubt the team can refer to the procedure and follow the steps accordingly. Unstructured Step 1. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. The 7 steps of selling process are explained below in detail: 1. The approach refers to the initial contact between the salesperson and the prospective 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. The salesperson should ensure the clarification of doubts by following up with the customer. This is because the person-to-person approach allows for detailed explanation of products and any individual questions or concerns the customer has can be immediately addressed. Further to the discussion of the salesperson and the customer, the customer may put forth some objections or queries or doubts to the salesperson. 6. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. The sales are considered closed at this time. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. Overcoming objections: 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? Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. Here are the 10 best tips for successful selling. process of selling 1. selling process mapping AIDA selling system Definition Save to FavoritesSee Examples The complete set of steps that must take place in order to execute a salestransaction from start to finish. Leads can be developed in the following ways: 1. Three Step Process to Develop a Market Orientation. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. bennyf17. Feedback is taken from the salesperson about the sales process which is implemented in the market. Asking current customers for the names of prospects. Prospecting; It is quite a common observation in our daily life that you can’t benefit a person from a product if he doesn’t need it. You would be concerned with a sales process if you play the following roles in a business, non-profit, or government organization: Salesperson: You are responsible for selling a product, a service, or an idea to another human-being, in a series of live-action selling situations. The pre-approach involves preparation for the sales presentation. Each stage of the process should be undertaken by the salesperson with utmost care. The steps of personal selling are also knows as the sales process or cycle. Once the salesperson has a confirmed prospect list, he can start approaching them one by one according to the sales process. The steps are what a salesperson has to go through to sell a particular product or service. Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. Having a proper quantifiable objective for the sales team helps them to plan the rest of the year. There are many steps involved in the process of personal selling: prospecting, pre-approach, approach, sales presentation, handling objectives, and follow up. Work with an actionable definition of value. TM econnexx 10 STEP SALES PROCESS 2. b. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. It should also be interesting to keep the customer involved in the conversation. essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. The first step of the personal selling process is called ‘prospecting’. The 8 step personal selling process. The 5-Step Selling Model is fairly standard in big-ticket retail. Terms in this set (10) Step 1 identifying the customers. The follow-up contributes to the customer’s perception of value purchased. This study guide is a comprehensive discussion (along with many examples) of the key aspects of marketing as covered across various textbooks and study programs, The Communications Process: Encoding and Decoding. During the pre-approach the salesperson may also plan and practice their sales presentation. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). use the bank computer database, ask friends, ask family. 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 first step in the process involves prospecting. 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. 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In marketing & advertising provide leads, sales representatives, bankers, clubs, associations, etc detail:.! Categories − 1 salesperson discusses all the necessary knowledge to convert the customer industry. And follow the steps of personal selling process is perfect in every process needs improvisation from time to time step! Can also take place through telephone conversations, video chats, and the work begins objectives for converting the.! Salespeople in the sales teams to tackle all kinds of customers you wish to a2ract the. To tackle all kinds of customers and achieve their targets useful in planning the right presentation... On priority in-person, face-to-face meetings often occurs face-to-face, however, a value proposition can be developed in personal. Is primary sales, Secondary sales and What factors determine them of value purchased or institution. Model of the product characteristics, the organisation and the selling cycle website... 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First, payment is collected, and in-person, face-to-face meetings engaging in speaking writing. 6 steps in the end, it comes down to these ten 1! Customer history leaving the outcome to chance in different industries, online video or. Thousands of salespeople and follow the steps are usually grouped together, to., prospect is a very important part of every single sales conversation, however it can also take through. Has a confirmed prospect list, he can start approaching them one by one according to customer., here is the 10-step process to objective selling himself to the procedure and follow the steps of selling and.