b. Your email address will not be published. Prospecting refers to locating potential 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. Typically, a sales process consists of 5-7 steps: Prospecting , Preparation , Approach , Presentation , Handling objections, Closing, and … Test. The stages in personal selling are briefly explained below. Sales forecast become easier because of the predictable outcome from a standardized sales process. The nature of the product, the nature of the customer, industry and the objective should be in sync with each other. 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. 3. The 7 steps of selling process are explained below in detail: 1. Although the company may provide leads, sales representativesneed skills in developing their own leads. c. Personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer. Changes if necessary, are to be done immediately and the sales team is to be upgraded on priority. The steps are what a salesperson has to go through to sell a particular product or service. Nothing will create more success than consistently taking one step forward each day. Gravity. The first step of the personal selling process is called ‘prospecting’. 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 Each stage of the process should be undertaken by the salesperson with utmost care. 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. Focus on the types of customers you wish to a2ract. Step 1. 10. The objections could be about the features, the benefits, the pricing or any other aspect of the product. Such situations may include phone conversations, video chats, and in-person, face-to-face meetings. Further to the discussion of the salesperson and the customer, the customer may put forth some objections or queries or doubts to the salesperson. I am a serial entrepreneur & I created Marketing91 because i wanted my readers to stay ahead in this hectic business world. 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. Three Step Process to Develop a Market Orientation. 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. Table 2 Stages and objectives of the personal selling process Personal Selling 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. 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. During the pre-approach the salesperson may also plan and practice their sales presentation. The next step in the personal selling process is called the ‘approach’. 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. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales org's unique needs. The follow-up contributes to the customer’s perception of value purchased. TM econnexx 10 STEP SALES PROCESS 2. You can follow me on Facebook. The pre-approach involves preparation for the sales presentation. Memorized 4. The Seven Steps of the Personal Selling Process Prospecting. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. 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. Engaging in speaking and writing of activities that will draw attention. 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 5-Step Selling Model is fairly standard in big-ticket retail. Your email address will not be published. This activity is important because although selling may appear a rather straightforward process, successful salespeople follow several steps. Not following a sales process map, you are leaving the outcome to chance. 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. 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. The primary objective of chalking out a sales process is to achieve and exceed sales targets. Let's stay in touch :). 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 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. Standardizing a sales process helps in proper implementation in the market. The salespeople will be the best source to check the success of the process. 2. Personal Selling Process Steps. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. And that’ what, this first step towards a winning personal selling deal is based on. 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. It is very essential that everybody on the team has understood the objective and are on the same page in accordance with it. Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. This ultimately benefits the organization in terms of. The Bi-Sell-Cycle™ The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. 1. The step to determine whether the customer is going to be a regular customer or a one-time customer. 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. The next step in the personal selling process is called the ‘sales presentation’. Along with advertising, public relations, and sales promotion – personal selling makes up the promotions mix or marketing communications mix of a company. This preparation involves research about the potential customers, such as market research. 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. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. 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. bennyf17. before approaching the customers, it is necessary that the salesperson studies the history of the customer. Semi-automated 3. Prospecting: Searching for prospects is prospecting. 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. The 8 step personal selling process. All material copyright (2015-2020) and for educational purposes only. 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. Step 2 Planning. The Selling Process 10 Steps. Asking current customers for the names of prospects. The salesperson introduces himself to the customer and after a small talk opens the discussion by starting to talk about his product. A good sales process helps the sales teams to tackle all kinds of customers and achieve their targets. 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. ‘Closing the sale’ refers to finalizing the sale and persuading the potential customer to make the purchase. 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. Learn. Think of the front wheel as the buying cycle and the back wheel as the selling … Spell. This free study guide has been prepared to meet the information needs of university-level marketing students throughout the world. The first step in the selling process is to identify prospects. Process of Sales funnel creation, What is Sales Conversion? The next step in the personal selling process is referred to as ‘closing the sale’. For example, an inbound lead takes care of the prospecting step. The personal selling process consists of a series of steps. Ideally the sales presentation will be individualized to match the needs and desires of the potential customer. PLAY. Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. Fully automated 2. In this step, the salesperson has to give the presentation regarding the product to the customer. use the bank computer database, ask friends, ask family. The first step of the personal selling process is called ‘prospecting’. Arguments against personal selling. 4. The salesperson now approaches the customer at a pre-decided time. Find The Value: Value is part of every single sales conversation, however, it can be defined many ways. STUDY. The approach refers to the initial contact between the salesperson and the prospective customer. 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? Once the objections are handled then the salesperson proceeds to the negotiation step of the sales process. A presentation can be classified into the following categories − 1. 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. This is a very important step in the entire sales process as the deal can either break or close at this step. 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 sales are considered closed at this time. The first step in the process involves prospecting. The Seven Steps of Selling Step 1: Prospecting and Qualifying. 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. The Steps in completing the Sale. Overcoming objections: The next step would be to understand the working model of the business in the sales process. 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. 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. Once the salesperson has a confirmed prospect list, he can start approaching them one by one according to the sales process. I love writing about the latest in marketing & advertising. 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. Most often than not, the negotiation is with respect to the pricing of the product. essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. 10 step sales process 1. Step 3: Approach. With this step in the process, sales representatives... Pre-Approach. 10 steps really aren’t much when you consider the fact that several of those steps are usually grouped together. The sales process is also useful to train new salespeople in the team. What is Primary sales, Secondary sales and Tertiary sales and what factors determine them? Pre-approach: 3. During the ‘closing the sale’ step, prices and payment options may be negotiated. In some cases, after receiving the sales presentation, the potential customer will have some questions or concerns. Here are the 10 best tips for successful selling. Step 2: Preapproach. However, a value proposition can be defined by the salesperson and the prospect together. 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. The following fictional story recounts how llya Rastova landed the biggest client of her career. Having a proper quantifiable objective for the sales team helps them to plan the rest of the year. 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. Costs can be controlled by adjusting the size of the sales force. I based these tips on my 30+ years of selling and working with hundreds of organizations and thousands of salespeople. Another objective of the sales process is to equip the sales team with the necessary knowledge to convert the customer. 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. 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. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. It should also be interesting to keep the customer involved in the conversation. 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! Sales growth Explained in Detail, What is Sales Funnel? The management can take feedback from any salesperson. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. 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. 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 personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Steps of Sales Audit. This value safeguards the minimum expected profits per product. Leads can be developed in the following ways: 1. 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. The salesperson discusses all the possible pros and cons of the product. Importance and Process of Sales Control, What is Sales Audit? 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. Salesperson notes down all the objections by the customer and addresses them one by one. In order to secure a sale, the salesperson must address these questions or concerns; this step is referred to as ‘handling objectives.’. The salesperson should ensure the clarification of doubts by following up with the customer. As the negotiation phases complete, the deal is closed. The sales process acts as a guide to the sales team. July 19, 2020 By Hitesh Bhasin Tagged With: Sales management articles. Be consistent. Feedback is taken from the salesperson about the sales process which is implemented in the market. Created by. If the customer has any existing issues with the product, the salesperson will address them. Personal selling provides a detailed explanation or demonstration of the product. Process of Sales Enablement, What is Sales Control? when in doubt the team can refer to the procedure and follow the steps accordingly. It also helps to obtain necessary information about the market and pass on the same to the producer. 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