Blind prospecting-rely on phone directory etc. They prospect by scanning the house lists for appropriately titled leads, generated by earlier prospecting efforts. What would be a good approach for each of the above follow up actions? In the broadest sense, prospecting is an ongoing process that everyone in the company particularly the sales force should be involved in. Accomplishes four objectives: customer gain short term satisfaction referrals are stimulated in the long run, repurchase prevent cognitive dissonance Old school, sell and leave!! Systematic collection of information requires a decision about applicability, usefulness and how to organise the information for easy access and effective use. These ideas must be incorporated in a market research process involving customers and other clients and suppliers in the Value Chain.
This step is called Identifying potential buyers for a product or service. It is important to not become defensive, as the buyer is not criticizing you the seller, but wants to make sure he makes the best decision for the company. He may practice his sales presentation and do anything necessary to prepare for it. Team Selling can be expensive and should be used when there is a chance for high sales and profit. The preapproach can be defined as obtaining as much relevant information as possible regarding the prospect prior to making a sales presentation. Normally ladies with children, shopkeepers, and people in a hurry give less attention. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction.
A sales presentation is essentially designed to be either an introduction of a product or service to an audience who knows nothing about it, or a descriptive expansion of a product or service that an audience has already expressed interest in. Follow-up activities are very important and are useful for the establishment of long-term business relationships. The average salesperson will also always have a natural negativity toward approaching someone new. Closing the Sale Our farmer was able to save the farm! It is most effective for promoting complex items that require close communication with customers. The group of consumers you plan to target must be small enough for your sales staff to handle.
The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up. Sellers of low- value, fast-moving consumer goods are usually known to deploy the first method. The Approach This is where the rubber meets the road in the sales process. Narrowing the Target Market and Customer Field Defining a Target Market: Prospecting in a defined target market that mostly contains characteristics of an ideal customer will help in making the sale. Handling and overcoming objections are the most important part of sales process. Sales person asks questions first, then makes the presentation accordingly. This involves making the assumption that the customer has made the decision to buy.
He should know how to greet the buyer before starting his conversation. This will increase their batting average which will then increase their productivity. This is done by using the product's features and advantages. Need to do homework, listen well and allow customers to talk etc. Is there usually a long wait to use one? It only becomes a prospect if it is determined that the person or company can benefit from the service or product offered. What is the buying situation? Finally, value describes the overall worth in terms of money.
Step 3: Approach First impressions e. Undoubtedly, when the salesperson called the target customer to discuss his ovens in the example, you were the customer , she asked some questions to Determining whether a lead has the desire and ability to buy your product or service. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Personal selling is the farmer's best choice in marketing because he can demonstrate his products. These objections may be genuine or mere excuses. It is the heart of selling process. He may give details about delivery time, purchase terms and mode of payment of price, etc.
The farmer offered them a 10% discount if they would pay within 30 days. In the standing room only close, you inform the prospect that time is of the essence because some impending event, such as a price increase, will change the terms of the offer. In one column, they write what they feel the benefits of owning the product would be. In absence of sales resistance the salesman is merely an order booking clerk. His ultimate goal is to create a relationship selling experience. The process gives you the power to successfully sell almost anything. Step Eight The Follow-up The sale does not complete the selling process.
Developing Long-term relationships is key, Keiretsu, do business with only those you know and trust. This is the follow-up e-mail you get from Netflix every time you return a movie by mail. But if a salesperson takes on the role of a friendly consultant, assisting rather than pressuring customers, people will be put at ease. A A potential buyer for a product or service that has not yet been qualified. They should ask questions to reveal the current situation, the source of any problems, the impact of the problems, the benefits of the solution, and the interest of the buyer. Try to build a more personal relationship with the client by finding common ground for discussion other than the product or transaction.