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    4 Selling Process

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    sabihuddin
    The document outlines the key steps in the selling process, including prospecting, identifying prospects, generating sales leads, qualifying prospects, preparing for sales calls, planning calls, making the sales approach, presenting to prospects, handling objections, closing the sale, and following up after the sale. It provides details on strategies and techniques for each step, such as developing a prospecting strategy, identifying different types of prospects, qualifying using the MAN-MAD approach, gathering information for call preparation, setting SMART objectives, making effective presentations using features and benefits, handling objections using various techniques, and closing using direct, trial order, and assumption close approaches.

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    4 Selling Process

    Uploaded by

    sabihuddin
    64 views43 pages
    The document outlines the key steps in the selling process, including prospecting, identifying prospects, generating sales leads, qualifying prospects, preparing for sales calls, planning calls, making the sales approach, presenting to prospects, handling objections, closing the sale, and following up after the sale. It provides details on strategies and techniques for each step, such as developing a prospecting strategy, identifying different types of prospects, qualifying using the MAN-MAD approach, gathering information for call preparation, setting SMART objectives, making effective presentations using features and benefits, handling objections using various techniques, and closing using direct, trial order, and assumption close approaches.

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    The document outlines the key steps in the selling process, including prospecting, identifying prospects, generating sales leads, qualifying prospects, preparing for sales calls, planning calls, making the sales approach, presenting to prospects, handling objections, closing the sale, and following up after the sale. It provides details on strategies and techniques for each step, such as developing a prospecting strategy, identifying different types of prospects, qualifying using the MAN-MAD approach, gathering information for call preparation, setting SMART objectives, making effective presentations using features and benefits, handling objections using various techniques, and closing using direct, trial order, and assumption close approaches.

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    64 views43 pages

    4 Selling Process

    Uploaded by

    sabihuddin
    The document outlines the key steps in the selling process, including prospecting, identifying prospects, generating sales leads, qualifying prospects, preparing for sales calls, planning calls, making the sales approach, presenting to prospects, handling objections, closing the sale, and following up after the sale. It provides details on strategies and techniques for each step, such as developing a prospecting strategy, identifying different types of prospects, qualifying using the MAN-MAD approach, gathering information for call preparation, setting SMART objectives, making effective presentations using features and benefits, handling objections using various techniques, and closing using direct, trial order, and assumption close approaches.

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    You are on page 1of 43

    Sales Management: Shaping Future Sales Leaders

    The Selling Process

    The Selling Process : 8 Steps

    Qualifying &
    Preparing

    Prospecting
    Prospecting
    involves identifying potential customers
    for a particular product or service
    Not an easy job
    Can take longer
    Frustrating
    May face rejection

    Prospecting
    Successful salespeople develop a strategy that involves an
    organized and active system to generate sales leads and
    qualify potential buyers.
    Networking an active process of acquiring new contacts
    and cultivating existing ones.

    3 Step strategy
    Define Target Market
    Generate Sales Lead
    Qualify Prospect

    Identifying Prospects
    Sources
    Present Customer
    Former Customers
    Cold Calling (knocking the door)
    Spotters (sales trainee, internship)
    Directories & Mailing List

    (telephone, trade associations, professional associations)

    Referrals (satisfied customers, center of influence, endless


    chain

    Personal Contacts
    Trade Shows
    Direct Mailing

    Sales Lead
    Lead Management
    Program to generate better leads and more prospect
    information
    Telemarketing and direct mail to generate sales lead
    20% of all sales lead and inquiries through advertising,
    promotion, trade shows & direct mail will result in sales
    with in six months.

    Qualifying Prospects
    Avoid selling to people who can not make a
    buying decision
    MAN MAD Approach
    Money Does potential homeowner have enough money to
    buy a new house or department manager has enough budget
    for new office furniture.
    Authority Has authority to buy
    Need or Desire Does the prospect want or need the good or
    service

    Preparing
    Pre-Approach - the salesperson tries to gather additional
    information about the prospect & his/her needs

    Who is the customer


    Who is actual purchase decision maker
    Who can influence the decision
    Who is responsible for using good or service
    With whom the salesperson must maintain a continuing
    favorable relationship.

    Preparing
    Pre-Approach - the salesperson tries to gather additional
    information about the prospect & his/her needs

    Who is the customer


    W/S Retail selling One or two decision makers
    Medicines/Medical Equipment Purchase Committee
    Industrial Selling Different Persons/Departments
    Gatekeepers are helpful - secretaries, admin assistants & receptionists
    Economic Buyers CEOs, Users & Technical Personnel

    Preparing
    The salesperson tries to gather as many additional
    information about the prospect, as he can
    Personal Information Required
    Family background, hobbies, membership of clubs &
    professional organizations, credit rating, product line,
    industry reputation
    Some companies have developed standard
    questionnaire to compile relevant information about
    the customers

    Call Planning
    Specifying the objectives
    Salesperson MUST establish objective of the call
    Why am I going on this interview ?
    What am I trying to make happen ?
    What am I going to recommend ? (if customer agrees)
    Developing Strategy
    salesperson MUST develop a strategy or plan of
    actions to achieve his sales objectives
    Make an appointment
    The most professional way

    Call Planning
    Involves a specific sequence of activities before the sales
    interview takes place
    - Name & address of the prospect company with all relevant information
    - Write down all you know about companys buying policies and procedures
    - I f using any competitors product , on what terms/conditions
    - Name & title of person to call on
    - Write down the precise purpose of the call
    - Names of the competitors
    - Major benefits offered by competition
    - Compare your product with competition, note down advantages and
    disadvantages of each
    - Make a list of benefit you offer
    - Expected objections? How to counter?
    - Brief summary of the presentation

    Call Planning
    Other planning preparation requires knowledge
    Product
    Company
    Industry
    Competition
    Prices

    SMART objectives
    Specific
    Measurable
    Achievable, yet challenging
    Realistic
    Time bound

    SMART objectives
    Sets a clear direction, where you want to go
    Measurable You can compare your achievement versus
    Specific

    planned

    Achievable

    - (yet challenging) - Keeps you motivated, you


    can do it

    Realistic Makes you confident, you have some basis,


    grounds

    Time bound Makes you organized, disciplined, you have


    to finish the task/job with in time limit

    Approach

    Approach:
    salesperson asks buyer for meeting
    Opening statement must get buyers attention

    Presentation

    First Impression

    1-17

    First Impression
    Wear neat clean, conservative clothes
    Be clean and carefully groomed
    Know the prospects name and pronounce it
    correctly
    Be alert and pleasant
    Let the prospect offer to shake hands
    Forget about your self and concentrate on the
    prospect
    Avoid smoking or chewing gum
    Switch off your mobile

    FACTS THAT COUNT


    20 FIRST STEPS
    20 INCHES OF FACE
    20 FIRST WORDS
    20 FIRST SECONDS

    Well Dressed Confident


    Show Positive Expressions,
    Smile, Eye Contact
    Be Polite, Introduce
    Yourself, your company
    Talk Intelligently
    Put Customer AT EASE
    Thank him for the time, as
    well as using your
    Products / Services

    Probing
    The key to plan a sales call and successfully completing
    a sales is to identify the customer dominant buying
    motives

    To identify need - Ask questions


    Open ended questions
    Reflective question
    Directive/Leading
    Close ended questions

    Probing
    Open ended questions
    Tell me what you had in your mind
    Will you please tell me a little bit about your
    investment portfolio
    What type of car do you want?

    Directive/Leading questions
    Designed to point the prospect towards area of
    agreement

    Close ended questions


    Put pressure on the prospect to make a
    decision

    Presentation
    salesperson describes the product and how it meets buyers
    needs. Applies feature benefit strategy
    FEATURE CHARACTERISTIC OF A PRODUCT
    Provides/demonstrates evidence
    BENEFIT NEED SATISFACTION CUSTOMER GETS
    Gets agreement

    Presentation
    Presentation:

    salesperson describes the product and how it meets buyers


    needs

    Feature

    Evidence

    Benefit

    Agreement

    Presentation

    What is required to make an


    effective presentation?

    Presentation
    Knowledge
    - Company
    - Customer
    - Industry
    - Products (Product expert)
    - Competition
    - Prices
    1-25

    Presentation Techniques
    During presentation
    - Eye contact
    - Sales story
    - Visual aid
    - Samples
    - Examples
    - Guarantees
    - Testimonials (Reports from satisfied customers)
    - Demonstration (check the product)

    Presentation
    During presentation
    - Body language
    - Third party reference
    - Ask questions
    - Listen carefully

    Buying Signal
    VERBAL

    - Price, availability, delivery schedule


    NON VERBAL
    - Facial expressions, physical action, gesture
    - Positive actions- Moving forward, nodding head up & down,
    open handed gestures, friendly gesture
    - Arms crossed over the body, movement away from the
    salesperson ?

    Handling Objections
    Sales resistance Actions or statement by a
    prospect, customer, that postpone, hinder
    or prevent the completion of a sales

    Reasons a buyer offers to not buy


    your product
    Outward expressions of prospect,
    customers doubts or negative feeling
    about a sales proposal or product

    Handling Objections
    Objections
    Reasons a buyer offers to not buy
    your product
    Helpful to identify customers need
    Can occur at any time
    Salesperson should find out root of
    concern and resolve it

    Type of Objections
    Timing
    - Your proposal is ok but I have to discuss it
    with my partner, give me some time
    - (SR should mention the advantages of the decision
    right now)

    Price (Prospects Financial Constrains)


    - I think I can get a better deal elsewhere or X
    company is offering more economical price
    - (additional benefits, durability, longer warranty, after
    service, convenience of repair)

    sales

    Type of Objections
    Source
    - Your company salesperson misled me about
    your products performance record or I have
    heard that your company has a poor delivery
    record
    - (SR should not be defensive or argumentative)

    Competition
    - I am doing business with abc company for many
    years and I like Saleem who has done good job
    for us. Why should I change?
    - (ask questions, identify any dissatisfaction with supplier,
    emphasis competitive edge, guaranty warranty period,
    after sales service )

    Handling Objections

    Steps, Techniques, Methods


    Keep yourself cool
    Listen carefully & show patience
    Dont interrupt
    Ask questions
    Use boomerang technique

    1-33

    Handling Objections
    Respond to the objections
    Use yes & but technique
    Comparison method
    Compensation method
    Case history method

    Customer Objection - Reasons


    Why ?
    Poor sales presentation
    Lack of knowledge
    Customer need, not addressed
    Needs more information
    Previous experience
    Salesmans appearance

    Handling Objections

    Closing the Sale


    Close
    When salesperson asks buyer for the order/business
    well planned and structured closing techniques move
    the prospect into making a decision after he
    convinced that he wants and needs the product
    When to close
    Buying signals

    Closing Techniques
    Direct Close
    (Need identified, benefits thoroughly explained and
    asking for decision)

    Trial order close How does this sound or In your


    opinion

    Special offer (gift) close


    Alternative proposal close
    Assumption close Prospect will make a
    commitment

    Action close SR take an action which will


    consummate the sale

    Closing Techniques
    One more yes close
    (SR restates the benefits & asks for order)

    Balance sheet close


    (SR & prospect list the reason for acting now against
    delaying)

    Implementation/Follow-Up
    Follow-Up
    After delivery, ensure that the customer
    has good experience with product
    Training, service, after sales service
    contract, annual maintenance contract,
    policies and procedures
    Helps to build long term relations
    To remove any post purchase doubt

    1-40

    Implementation/Follow-Up
    Customer Relations
    Handle complaints promptly &
    pleasantly
    Maintain contact with customers
    Keep serving the customer
    Show appreciation

    1-41

    Implementation/Follow-Up
    Self Analysis
    Were the planned sales objectives
    achieved?
    What could I have done better?
    What did I learn from this call that will
    contribute to my future success?

    1-42

    THANKS

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