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Sales process

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Aiswarya Babu N
Aiswarya Babu N

The sales process involves 7 steps: 1) prospecting to find and qualify potential customers, 2) preparation by researching customers and developing a presentation, 3) making initial contact using approaches like giving a gift or asking questions, 4) presenting and listening to customer needs, 5) handling objections by addressing concerns, 6) closing by identifying signals to finalize the sale, and 7) following up to build long-term relationships for repeat sales.

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SALES PROCESS!!
Selling is a process involving the interaction between a potential buyer and a person hired by a company to sell its products to potential buyers.
SALES PROCESS Professional selling involves a series of seven distinct steps:
1.PROSPECTING Finding and qualifying potential customers Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product.
2. PREPARATION  involves preparing for the initial contact with a potential customer collect and study relevant information, such as product descriptions, prices, and competitor information. also need to develop initial sales presentation.
3. APPROACH • First face-to-face interaction with the potential customer. • The idea behind this approache is to get the prospect involved in the interaction quickly. • 3 Approaches:
 Premium Approach: Give the prospect a gift at the beginning of the interaction(A pen, A novelty item or company calendar)  Question approach: Ask a question to get the prospect interested. ( 'Would you have a problem making a 15% annual return on an investment?'')  Product approach: Give the prospect a sample to review
4.presentation Presentation is actively listening to the needs and wants of the potential customer and demonstrating how your product can meet those needs and wants.
5. Handling objections  Handling objections is an important part of the process. Objections can be useful because they tell the salesperson what to focus upon in addressing a prospect's concerns.  Successful salespeople learn how to overcome objections through preparation and having the right information at hand to address them.
6.Closing  Closing involves identifying closing signals from the prospect that indicate it's decision time.  There are different approaches to closing:  Alternative choice close: you assume the sale and offer the prospect a choice such as, 'Will this be a cash or credit 'Will this be a cash or credit transaction?'  Extra inducement close; involves you offering something extra to get the buyer to agree, such as a discount or a free agree, such as a discount or a free product.  Standing room only close: you inform the prospect that time is of the essence because some impending event, such as a because some impending event, such as a price increase, will change the terms of the offer.
7.Follow-up  Follow-up is building a long-term relationship with your customer for purposes of repeat sales. For example, you make contact with the customer sometime after the sale and make sure the product was received and is in good condition. The idea is not to sell at this stage, but to create a solid relationship for future sales.
Sales process

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Sales process

  • 2. Selling is a process involving the interaction between a potential buyer and a person hired by a company to sell its products to potential buyers.
  • 3. SALES PROCESS Professional selling involves a series of seven distinct steps:
  • 4. 1.PROSPECTING Finding and qualifying potential customers Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product.
  • 5. 2. PREPARATION  involves preparing for the initial contact with a potential customer collect and study relevant information, such as product descriptions, prices, and competitor information. also need to develop initial sales presentation.
  • 6. 3. APPROACH • First face-to-face interaction with the potential customer. • The idea behind this approache is to get the prospect involved in the interaction quickly. • 3 Approaches:
  • 7.  Premium Approach: Give the prospect a gift at the beginning of the interaction(A pen, A novelty item or company calendar)  Question approach: Ask a question to get the prospect interested. ( 'Would you have a problem making a 15% annual return on an investment?'')  Product approach: Give the prospect a sample to review
  • 8. 4.presentation Presentation is actively listening to the needs and wants of the potential customer and demonstrating how your product can meet those needs and wants.
  • 9. 5. Handling objections  Handling objections is an important part of the process. Objections can be useful because they tell the salesperson what to focus upon in addressing a prospect's concerns.  Successful salespeople learn how to overcome objections through preparation and having the right information at hand to address them.
  • 10. 6.Closing  Closing involves identifying closing signals from the prospect that indicate it's decision time.  There are different approaches to closing:  Alternative choice close: you assume the sale and offer the prospect a choice such as, 'Will this be a cash or credit 'Will this be a cash or credit transaction?'  Extra inducement close; involves you offering something extra to get the buyer to agree, such as a discount or a free agree, such as a discount or a free product.  Standing room only close: you inform the prospect that time is of the essence because some impending event, such as a because some impending event, such as a price increase, will change the terms of the offer.
  • 11. 7.Follow-up  Follow-up is building a long-term relationship with your customer for purposes of repeat sales. For example, you make contact with the customer sometime after the sale and make sure the product was received and is in good condition. The idea is not to sell at this stage, but to create a solid relationship for future sales.