Transcript 2 Sales Process

Personal Selling 2
The Basic Sales Process
They should all go like this…
Seven Stages of a Sale
Prospect
Interview
Analyze Needs
Present
Negotiate
Close
Service/Follow-up
throughout the sales process, the salesperson should be
continually…
•asking questions
•listening
•qualifying (the opportunity for both parties)
•discovering hot buttons (wiifm?-what’s in it for me?)
•building rapport
•establishing trust
•developing credibility
•developing a valuable relationship
•addressing objections
•planning next action steps
•confirming understanding
•asking for referrals
•seeking additional opportunities to serve & sell
•evaluating responses & results (positive/ negative)
•affirming decisions (minimizing buyer’s remorse)
•positively expectant
Prospect
Find customers
Get leads
Build a referral base
Cold-call
Interview
Qualify prospect
Potential customer? Yes/No
How much will they buy?
Do you want them as a customer?
Find out
What prospect needs
Prospect’s problems
Current suppliers (prices?)
Attitudes, values
Policies, decision makers
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?
Present
This is the pitch.
Show how your product helps solve
customer’s problems.
Match your product’s features
(attributes) to customer’s needs and
problems.
Focus on customer.
This is a skill that needs to be learned.
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
Close
This is where you make your money.
This is why salespeople exist!
The most important part of the
salesperson’s job.
Lots of tricks and techniques… be
careful.
Be persistent. 5x average
Service/Follow-up
It’s not over when the customer signs.
Make sure delivery is made, customer
is trained, and customer is happy.
Periodically, check in with customer.
Don’t just show up when it’s time to
make another sale.
If you don’t keep customer happy…