Selling Process Introduction

Informal Selling Process

Since sales are an essential part of a healthy business, business owners and salespeople should be familiar with the steps of the selling process.  Following a repeatable process allows process improvement and increases sales over time.

Product Knowledge

You need enough knowledge about your product's benefits, features, and advantages over competing products to be able to respond confidently to questions. During your presentation, emphasize benefits that clients will enjoy and avoid focusing on technical specifications. Enter each opportunity with an upbeat attitude.

Prospecting

The first step of the selling process, prospecting, involves identifying potential customers and then screening out those who have no interest in your product. Begin with a good source of leads, like advertising or outbound calling. Then qualify each lead by asking questions that will reveal their need for your product and their level of interest in buying. Create a profile of existing customers to target ads and other marketing to potential customers more effectively.

Introduction

Introduce yourself to your sales prospect in a positive, nonthreatening way. Instead of triggering anxiety at having to deal with a salesperson, be gentle with your initial approach so that your prospect can see you as a possible partner and relax. It's a good idea to offer a discount or a free gift for new customers. That way, your sales will increase. Make sure to record detailed notes on every contact with customers or prospects.

Needs Assessment and Presentation

To sell to the prospect’s needs, you need to determine what those needs are. The best way to do that is to have a dialog, a two way conversation. Interaction builds trust, confidence, and will often help the prospect consider issues that they might never have thought of. If you think of your product or service in terms of how it benefits the customer, your presentation will be more focused and relevant to the customer. A good needs assessment allows you to tailor your presentation to your audience.

Closing the Sale

The essential element of any selling process is closing the deal.   Getting your prospect to commit to the transaction is vital to your business and your success as a salesperson. You must overcome any objections your prospect has to completing the transaction. No sales conversation should end without an agreement to some next step, like a meeting after a phone call.
You can show your customers that you care about their needs by providing excellent service and communication after sales. This will generate repeat sales and positive referrals for new business.

2 comments on “Selling Process Introduction
  1. Pivot It Inc.
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  2. DV Subramanyam
    On January 28, 2014 at 11:55 AM DV Subramanyam commented:

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