Defining a Target Market: Prospecting in a defined target market that mostly contains characteristics of an ideal customer will help in making the sale. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing, customer service, and technical support. The salesperson must ask if the product meet’s the client’s needs, if the client has the finances to make a purchase, and if the audience of the presentation is the actual decision-maker. Salespeople can overcome objections by following certain guidelines such as viewing objections as selling tools, being aware of the benefits of their product, and creating a list of possible objections and the best answers to them prior to the presentation. The time frame in which the follow up takes place also impacts the experience. Controls the presentation within reasonable bounds. Nonetheless, closing is a key part of the sales process. Every salesperson should prepare a customized elevator pitch to quickly entice the customer to view the product offered as the solution to his needs. * Advantages : Refers to the performance provided by the physical characteristics eg it does not stain. The essential rule is to prospect all the time, and not just when the list of potential people on whom to call runs out. The objections of customers include objections to prices, products, services, the company, time, or competition. It is important to find out what customers really need, customize products to meet those needs, and make sure your products fit into the customer’s existing world. Presenting and Demonstrating--a full explanation of the product, its. The elevator pitch simply defines a product, service, or organization and its value proposition. Each stage of the process should be undertaken by the salesperson with utmost care. It is possible that someone who does not have the authority may well be reluctant to say so, possibly to pre-screen the salesperson first, before allowing him to meet the actual decision-maker. The salesperson should have as much information as possible about the candidate being pitched to. But the challenges faced by the company will last longer for the convenience of their customers. 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. ” / “May I confirm your delivery and invoice address are correct for this order? The best way to cope is by anticipating the objections and providing thorough answers. Closing refers to the achievement of the desired outcome, which may be the exchange of money or the acquiring of a signature. The assumptive close is one of the most commonly used closing techniques. Several potential pitfalls should be avoided: A framework has been proposed to align customer’s needs and wants with companies capabilities. Companies are urged to consider the overall impact of a viable CRM software suite and the potential for good or bad in its use. The salesperson tries to highlight various features of the product to convince the customer that it will only add value. The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. All these models take into account the so-called end consumer perspective, which implies that consumers buying, using, or recommending the products are the driving force behind successful marketing efforts. For any given sales situation, some of the facts concerning the salesperson’s company, product, and market will be irrelevant, and the challenge is in the task of distilling relevant facts from the total knowledge base. If viable, the salesperson should also consider using mail shots and advertising to evaluate their potential market. If they can tailor their products to secure a unique selling proposition in that particular market segment, they will meet less competition. ” / “Would you like the standard or the enhanced package? For instance, the salesperson might ask, “Will you go ahead if we can provide that? The profile should include psycho-demographic characteristics, such as age, sex, jobs, and interests. Closing a sale is only the confirmation of an understanding. The salesperson will tell them what they are going to do to complete the sale. Failing to analyze a prospect is the main reason for a great deal of wasted prospecting spent on a customer who should have been promptly discarded after due research. Ranging from a simple phone call or thank you note to an office visit for some coffee, the follow up gives the customer a chance to be heard and to engage in a deeper, more meaningful relationship with the salesperson. Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location. Aside from friends and family, there are also professionals a salesperson has dealt with in his own life such as neighbors, real estate agents, decorators, and fellow PTA members. Second, there may be some products in a salesperson’s product range that match up better to one industry or market segment than another. In fact, sometimes opportunities to close may not present themselves at all and the salesperson must create an opportunity to close. Outline “closing the sale” importance, characteristics and types, Closing is a sales term which refers to the process of making a sale. Average rate 0f return Saurabh Sharma. Handling Objections: Any presentation of a product or service will raise objections from the prospect. Explain tools used in evaluating customer needs. Personal selling Nisha Jaiswal. CC licensed content, Specific attribution, http://en.wikibooks.org/wiki/Introduction_to_Business/Marketing%23Methods_of_Personal_Selling, http://en.wikipedia.org/wiki/unique%20selling%20proposition, http://commons.wikimedia.org/wiki/File:Delegates_at_the_2005_meeting_of_the_Incubation_Research_Group_(World_Poultry_Science_Association_-_group_photo,_University_of_Lincoln).jpg, http://commons.wikimedia.org/wiki/File:A_researcher_at_The_National_Archives.jpg, http://en.wikipedia.org/wiki/Solution_selling, http://en.wikipedia.org/wiki/Elevator_pitch, http://en.wikipedia.org/wiki/Direct_selling, http://commons.wikimedia.org/wiki/File:Salesman_demonstrating_Nook_tablet_in_a_Barnes_&_Noble_bookstore.jpg, http://www.saylor.org/site/wp-content/uploads/2012/11/Core-Concepts-of-Marketing.pdf, http://en.wikipedia.org/wiki/Fast-Moving%20Consumer%20Goods, http://en.wikipedia.org/wiki/File:Billy_Mays_Portrait_Cropped.jpg, http://en.wikipedia.org/wiki/Need_identification%23Meeting_Objections, http://commons.wikimedia.org/wiki/File:Linutop-presentation.jpg, http://en.wikipedia.org/wiki/Closing_(sales), http://commons.wikimedia.org/wiki/File:Jose_grullon_signing.JPG, http://commons.wikimedia.org/wiki/File:Restaurant_on_noryo-yuka_by_MissionControl_in_Kyoto.jpg, http://commons.wikimedia.org/wiki/File:Italien_Cappuccino_Coffee.jpg, http://commons.wikimedia.org/wiki/File:Siemens_cordless_telephone.jpg, http://en.wikipedia.org/wiki/Customer_relationship_management, http://en.wikiversity.org/wiki/Customer_relationship_management%23Strategy, http://www.boundless.com//marketing/definition/sales-force-automation, http://en.wiktionary.org/wiki/stakeholders, http://en.wikipedia.org/wiki/customer%20relationship%20management, http://commons.wikimedia.org/wiki/File:Stakeholder_(en).png. Personal selling is when a salesperson meets a potential buyer or buyers face-to-face with the aim of selling a product or service. Address potential problem areas prior to the sales presentation. He was energetic and memorable. In the second strategy, a “positive statement” is adopted in solution selling and in direct selling to corporate and or high value and or capital goods selling. All of these stakeholders must be identified and considered, and the ones considered most important to the CRM system must be identified. A process to determine the actual needs of consumers requires the identification of the market factors that produce them. Regular follow up is an integral part of good customer service. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. It is important to provide flexibility in prices that salespersons can offer to customers because many deals can be clinched by offering small discounts. A qualified prospect has a need, can benefit from the product and has the authority to make the decision. Focus on important customer needs and communicate the relevant benefits to the buyer. The listener likely turns back for an explanation, and then the remaining sales talk or pep talk happens. Usually the first sentence of a sales pitch is supposed to be either an attention-grabbing statement or a positive statement introducing the best information about the provider of goods or services. Eg. The follow-up contributes to the customer’s perception of value purchased. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales org's unique needs. Personal Selling Process – 7 Important Stages: Prospecting, Pre-Approach, Approach, Demonstration, Handling Objection,Closing and Feedback Personal selling or salesmanship itself is a process. The overall goals are to find, attract, and win new clients, service and retain those the company already has, entice former clients to return, and reduce the costs of marketing and client service. Tips for Printing and Marketing Materials. Discuss the personal selling process, distinguishing between transaction-oriented marketing and relationship marketing. The goal of this activity is to highlight the various steps of the personal selling process and to demonstrate which specific activities occur at each step of the process. Personal selling is an approach that individualizes the sales process. Systematic collection of information requires a decision about applicability, usefulness and how to organise the information for easy access and effective use. It only becomes a prospect if it is determined that the person or company can benefit from the service or product offered. The objective or objectives of the presentation. Assumptive closing – This technique is most commonly used in cold calling after impulsing a customer. Follow up contributes to the customer’s perception of the value that has been purchased. Describe the types of buyer’s objections and how to address them. It also allows you to determine if you understand the buyer to ensure there are no misunderstandings. The salesperson should know the requirements that a potential customer has set for his future, the priorities that he has decided, and in all probability, his financial resources. Studies show that women are more ethical in their selling behaviours compared to men. In retail, sales representatives interact with customers who come to the business in pursuit of products or services. The selling process is the series of steps followed by a salesperson while selling a product. Respecting the concerns of the buyer demonstrates that the seller is appreciative of his concerns. First impressions are vital to making a successful sales call. The first step, prospecting, involves finding qualified sales leads. Cody Zahler, Telephone Follow Up. However, getting a customer to buy a product is not the motive behind personal selling every time. i. Prospecting and Qualifying--Prospecting is the process of identifying. Customer relationship management describes a company-wide business strategy including customer-interface departments as well as other departments. The personal selling process involves seven steps that a salesperson must go through with most sales. The post-sale follow-up ensures customer satisfaction and maximizes future and long-term sales volume. potential customers; qualifying identifies those who have the authority to. Information gained through CRM initiatives can support sales development and marketing strategy by growing the organization’s knowledge in customer-oriented areas. Sales objections can be defined as statements or questions raised by the prospect which can indicate an unwillingness to buy. The prospect may object to points made in the presentation, so the salesperson should be prepared to listen and address those concerns. A salesperson gets only one chance to make a good first impression. iii. Following-up will build customer satisfaction, maximize long-term sales volume, and if a sale has not been made, it may lead to a sale. First personal selling process minutes for “ small talk ” and get to know the potential good. To prices, products, services, the company will last longer the! A full commitment is needed from all executives before beginning the conversion under −! What the other column, they will choose to buy a product or service to! 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