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vSelling process
Pre-sale preparation
Prospecting
Pre approach before the interview
Approach to the customer
Sales presentation
Handling the customer objections
Closing the sale
Follow up action
Pre sale preparation
Product knowledge
Competitors knowledge
Company knowledge
Prospecting
No Yes
Successful Prospecting
The process of
prospecting
Identify and define the prospecting
to buy?
3) Does the prospects have desire to
buy?
v
Methods of Prospecting
Cold Canvassing:
In this method in which the
salesperson goes from door to door in
an identified area and tries to find out
prospects. It involves face to face
interviews with people.
EndlessChain Customer Referral:
It is another popular method in
which each customer is requested to
give a list of names who might be
interested in product.
Pre-Approach Before
Selling
Ø Before approaching customers for sales, it is necessary to
develop a sale strategy, by collecting the customer data.
Ø Sales strategy, it is consist of identification of general need of
the customer and then matching with the product benefits.
Ø By repetitive selling, one can able to know about the
customers behavior & requirement.
Ø Different selling strategies for each type of customer.
Cont…
ØCreates self-confidence.
ØQuick sales of product.
ØHelps in developing different selling
strategies.
Approach To The
Customer
ØNext Step.
ØAfter classifying prospects and
developing the selling strategy, the
salesperson directly comes in
contact with customer and makes
an attempt that the customer will
buy the product.
ØCold Calls.
ØProbing occurs during selling
process.
Cont…
ØCreates self-confidence.
ØQuick sales of product.
ØHelps in developing different selling
strategies.
Approach To The
Customer
ØNext Step.
ØAfter classifying prospects and
developing the selling strategy, the
salesperson directly comes in
contact with customer and makes
an attempt that the customer will
buy the product.
ØCold Calls.
ØProbing occurs during selling
process.
Cont…