Personal Selling 2 The Basic Sales Process - PowerPoint PPT Presentation

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Personal Selling 2 The Basic Sales Process

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Personal Selling 2 The Basic Sales Process ... This is a skill that needs to be learned. Negotiate Rarely is offer accepted as is. Never give in on price. – PowerPoint PPT presentation

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Title: Personal Selling 2 The Basic Sales Process


1
Personal Selling 2The Basic Sales Process
  • They should all go like this

2
Seven Stages of a Sale
  • Prospect
  • Interview
  • Analyze Needs
  • Present
  • Negotiate
  • Close
  • Service/Follow-up

3
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4
Prospect
  • Find customers
  • Get leads
  • Build a referral base
  • Cold-call

5
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

6
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?

7
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.

8
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9
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

10
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

11
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
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