Personal Selling 2 The Basic Sales Process

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Personal Selling 2The Basic Sales Process

• They should all go like this

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Seven Stages of a Sale

• Prospect
• Interview
• Analyze Needs
• Present
• Negotiate
• Close
• Service/Follow-up

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Prospect

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

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Interview

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

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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?

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Present

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

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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

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Close

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

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Service/Follow-up

• Its not over when the customer signs.
• Make sure delivery is made, customer is trained,
  and customer is happy.
• Periodically, check in with customer. Dont just
  show up when its time to make another sale.
• If you dont keep customer happy