Personal selling process
The personal selling process typically includes several steps, each designed to move the potential customer closer to making a purchase. Understanding these personal selling techniques is crucial so you can optimize the selling process.
By following these steps, salespeople can effectively move prospects through the customer journey and increase their chances of making a successful sale.
So, What is the first step in the personal selling process?
The first step in the personal selling process is prospecting. This involves identifying potential customers who may be interested in the product or service being sold. Prospecting can be done through various means, such as referrals, cold calling, networking events, or social media.
Once potential customers have been identified, the salesperson needs to do some research and preparation before making contact.
This involves gathering information about the customer, such as their needs, preferences, and buying habits, as well as information about the product or service being sold.
The salesperson may also prepare a sales presentation or demonstration to use during the approach stage.
The approach stage is where the salesperson makes initial contact with the potential customer. The goal is to make a good first impression and establish rapport with the customer. The salesperson may use various techniques, such as a warm greeting, a compliment, or an opening question to engage the customer and start a conversation.
Once the salesperson has established a rapport with the customer, they will move on to the presentation stage. This involves showcasing the product or service being sold and explaining its features, benefits, and value proposition.
The salesperson may use various presentation techniques, such as product demonstrations, testimonials, or case studies, to illustrate the product's benefits and persuade the customer to make a purchase.
During the presentation, the potential customer may raise objections or concerns about the product or service being sold. The salesperson needs to be prepared to address these objections and provide satisfactory answers that alleviate the customer's concerns.
This may involve providing additional information, offering solutions, or addressing any misconceptions the customer may have.
The final stage in the personal selling process is closing the sale. This involves asking for the customer's business and finalizing the transaction. By the closing stage, you should have formed a personal connection with the customer.
The salesperson may use various closing techniques, such as offering a discount, creating a sense of urgency, or emphasizing the benefits of the product or service, to encourage the customer to make a purchase.
After the sale, following up with the customer to get feedback after the purchase is key to strengthening the personal relationship and nurturing future sales.
It's important to note that not every sales conversation will lead to a sale, but by understanding the personal selling process, salespeople can increase their chances of success, build stronger customer relationships, and improve the customer experience.