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Personal Selling 2 The Basic Sales Process

Personal Selling 2 The Basic Sales Process. They should all go like this…. Seven Stages of a Sale. Prospect Interview Analyze Needs Present Negotiate Close Service/Follow-up. throughout the sales process, the salesperson should be continually … asking questions listening

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Personal Selling 2 The Basic Sales Process

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  1. Personal Selling 2The Basic Sales Process They should all go like this…

  2. Seven Stages of a Sale • Prospect • Interview • Analyze Needs • Present • Negotiate • Close • Service/Follow-up

  3. throughout the sales process, the salesperson should be continually… • asking questions • listening • qualifying (the opportunity for both parties) • discovering hot buttons (wiifm?-what’s in it for me?) • building rapport • establishing trust • developing credibility • developing a valuable relationship • addressing objections • planning next action steps • confirming understanding • asking for referrals • seeking additional opportunities to serve & sell • evaluating responses & results (positive/ negative) • affirming decisions (minimizing buyer’s remorse) • positively expectant

  4. Prospect • Find customers • Get leads • Build a referral base • Cold-call

  5. Interview • Qualify prospect • Potential customer? Yes/No • How much will they buy? • Do you want them as a customer? • Find out • What prospect needs • Prospect’s problems • Current suppliers (prices?) • Attitudes, values • Policies, decision makers

  6. Analyze Needs • Usually after initial meeting in B2B. • Usually during initial/only meeting in B2C. • Detailed analysis of customer needs. • How will customer use product? • How will it help customer?

  7. Present • This is the pitch. • Show how your product helps solve customer’s problems. • Match your product’s features (attributes) to customer’s needs and problems. • Focus on customer. • This is a skill that needs to be learned.

  8. Negotiate • Rarely is offer accepted “as is.” • Never give in on price. • If you do give in on price (notice the contradiction), make sure you get something in return. Quid Pro Quo! • Transparency? • Win-Win

  9. Close • This is where you make your money. • This is why salespeople exist! • The most important part of the salesperson’s job. • Lots of tricks and techniques… be careful. • Be persistent. 5x average

  10. Service/Follow-up • It’s not over when the customer signs. • Make sure delivery is made, customer is trained, and customer is happy. • Periodically, check in with customer. Don’t just show up when it’s time to make another sale. • If you don’t keep customer happy…

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