The first step in personal selling is to identify the potential buyer. The 7 steps of the B2B sales process Preparation – Research, planning and preparing to sell are the key elements of this step. Make sales presentations 5. Follow up ii. What is process of personal selling? A lead is the name of a person who may be a possible customer. is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify; Preapproach; Approach; Presentation; Overcome objections; Close the sale; Follow-up 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. Ins… The first step in the process involves prospecting. Strategy is essential to selling and a huge part of this phase is around marketing and what needs to be done before you get in front of a prospect. At this stage of the process, you may need to negotiate the final sales price and any payment terms. During this step, the sales representative takes a minute or two to try to get to know the prospect. The more you listen to the answers to the questions you have asked, the closer you mov… Thus, follow up is necessary if the salesperson wants to ensure … 2. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others In some cases, the sales representative will have to overcome objections by the customer. Generate leads 2. The steps are what a salesperson has to go through to sell a particular product or service. The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup with customers. Figure 7.1 Seven-Step Selling Process [3] When the Seven-Step Selling Process Is Used As you learned in Chapter 3 “The Power of Building Relationships: Putting Adaptive Selling to Work”, the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. The first of the seven steps in the sales process is prospecting. The salesperson can ensure customer satisfaction by properly attending matters which are important to the customers. Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it. This part of the process is a numbers game, and the sales representative has to contact many people. During this stage of the process, the sales representative makes a presentation. First: Ask questions and focus on helping the customer. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. During this stage, the sales representative looks at any information that he may have about the customer. The approach is the next step in the process and it is also one of the most important. 7 Stepsto Successful Selling 2. The first step of the personal selling process is called ‘prospecting’. He may give details about delivery time, purchase terms and mode of payment of price, etc. If you’re new to sales, or if you’d like a little training refresher on the 7 steps of successful selling, listen to an interview I did with Phil Taylor of Goal Achievers Radio. Handle objections 6. Step 1: Prospecting; Step 2: Pre-approach. The selling process A sequence of steps that builds a framework for selling. How about few claps, comment on it, and/or follow me . This phase usually involves some small talk to warm up the prospect and help them open up. 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