Prospecting refers to locating potential customers. The management can take feedback from any salesperson. TM econnexx 10 STEP SALES PROCESS 2. Focus on the types of customers you wish to a2ract. It also helps to obtain necessary information about the market and pass on the same to the producer. Changes if necessary, are to be done immediately and the sales team is to be upgraded on priority. Spell. In order to secure a sale, the salesperson must address these questions or concerns; this step is referred to as ‘handling objectives.’. The next step in the personal selling process is called the ‘approach’. No process is perfect in every process needs improvisation from time to time. 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. Personal selling is an effective way to promote and sell high priced and/or complex products. In the end, it comes down to these ten: 1. 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. During the ‘closing the sale’ step, prices and payment options may be negotiated. Presentation and demonstration: 5. Unstructured Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. The first step of the personal selling process is called ‘prospecting’. when in doubt the team can refer to the procedure and follow the steps accordingly. 1. Salesperson notes down all the objections by the customer and addresses them one by one. July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles. 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. 2. 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. 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 The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. 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? Research is useful in planning the right sales presentation. The primary objective of chalking out a sales process is to achieve and exceed sales targets. 1. The 7 steps of selling process are explained below in detail: 1. 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. 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 Seven Steps of the Personal Selling Process Prospecting. Write. 10 step sales process 1. Test. 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. Once the salesperson has a confirmed prospect list, he can start approaching them one by one according to the sales process. The Bi-Sell-Cycle™ The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. 4. Having an organized set of sales processes is necessary for the sales team so that they can get sales to achieve their targets. The organization provides a minimum value which can be negotiated with the customer and below which, the sale cannot be done. The first step in the selling process is to identify prospects. If the customer has any existing issues with the product, the salesperson will address them. 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. Personal selling becomes necessary for a firm to achieve quick sales. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. Terms in this set (10) Step 1 identifying the customers. 5. Personal Selling Process. The stages in personal selling are briefly explained below. The objections could be about the features, the benefits, the pricing or any other aspect of the product. This preparation involves research about the potential customers, such as market research. Step 2 Planning. Nothing will create more success than consistently taking one step forward each day. Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. The personal selling process consists of a series of steps. STUDY. PLAY. During the pre-approach the salesperson may also plan and practice their sales presentation. 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. 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. Step 2: Preapproach. 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. Pre-approach: 3. Examining data sources (newspapers, dir… The objective should be achievable and time-bound rather than being unrealistic and unachievable. use the bank computer database, ask friends, ask family. For example, an inbound lead takes care of the prospecting step. Table 2 Stages and objectives of the personal selling process 6 Steps in Negotiation which occur in the Negotiation Process. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. Memorized 4. 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. bennyf17. With this step in the process, sales representatives... Pre-Approach. Gravity. 4. 3. 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. Be consistent. Key Takeaways Key Points. 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. It should also be interesting to keep the customer involved in the conversation. Your email address will not be published. Overcoming objections: Typically, a sales process consists of 5-7 steps: Prospecting , Preparation , Approach , Presentation , Handling objections, Closing, and … I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. Asking current customers for the names of prospects. She/he should explain the features of the product and how it will fulfill the needs. In this step, the salesperson has to give the presentation regarding the product to the customer. In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. The first step of the personal selling process is called ‘prospecting’. 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. a. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. Although the company may provide leads, sales representativesneed skills in developing their own leads. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Process of Sales Enablement, What is Sales Control? Having a proper quantifiable objective for the sales team helps them to plan the rest of the year. The steps of personal selling are also knows as the sales process or cycle. Let's stay in touch :). The salesperson discusses all the possible pros and cons of the product. Personal selling provides a detailed explanation or demonstration of the product. Further to the discussion of the salesperson and the customer, the customer may put forth some objections or queries or doubts to the salesperson. Created by. 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. Feedback is taken from the salesperson about the sales process which is implemented in the market. 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. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them? 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. 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. Step 3: Approach. Steps of Sales Audit. A good sales process helps the sales teams to tackle all kinds of customers and achieve their targets. Imagine you are about to ride a bicycle. Personal Selling Process Steps. Most often than not, the negotiation is with respect to the pricing of the product. 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. 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. 10. 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. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. 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. The step to determine whether the customer is going to be a regular customer or a one-time customer. Standardizing a sales process helps in proper implementation in the market. As the negotiation phases complete, the deal is closed. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. The preparation and research a salesperson does before making the sales call. The salespeople will be the best source to check the success of the process. I am a serial entrepreneur & I created Marketing91 because i wanted my readers to stay ahead in this hectic business world. This is a very important part of a sales process which will ensure if the customer will make a repeat purchase or not. The 5-Step Selling Model is fairly standard in big-ticket retail. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. The nature of the product, the nature of the customer, industry and the objective should be in sync with each other. The next step in the personal selling process is called the ‘sales presentation’. Organized 5. Not following a sales process map, you are leaving the outcome to chance. 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. The steps are what a salesperson has to go through to sell a particular product or service. The Steps in completing the Sale. Importance and Process of Sales Control, What is Sales Audit? Your email address will not be published. The following fictional story recounts how llya Rastova landed the biggest client of her career. The usage pattern of the customer in the sales process also tells the salesperson about the probable business the customer can give. Approach: 4. 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. Process of Sales funnel creation, What is Sales Conversion? 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. And that’ what, this first step towards a winning personal selling deal is based on. The sales presentation involves the salesperson presenting the product or service, describing its qualities and possibly demonstrating features of the product. Match. The Selling Process 10 Steps. Three Step Process to Develop a Market Orientation. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. Sales growth Explained in Detail, What is Sales Funnel? 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. This value safeguards the minimum expected profits per product. The approach refers to the initial contact between the salesperson and the prospective customer. At a high level, here is the 10-step process to objective selling. 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. 6. The next step would be to understand the working model of the business in the sales process. 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 follow-up contributes to the customer’s perception of value purchased. Costs can be controlled by adjusting the size of the sales force. Every business is carried out in a different way hence the approachability to the customers will be different in different industries. 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. The sales process is also useful to train new salespeople in the team. The salesperson should also form SMART objectives for converting the customer. Semi-automated 3. 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. 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. Prospecting: Searching for prospects is prospecting. The sales process acts as a guide to the sales team. Learn. Each stage of the process should be undertaken by the salesperson with utmost care. Leads can be developed in the following ways: 1. 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