1.selling and nego

7/29/2019 1.Selling and Nego

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Sales ProcessName Roll No.

Nadeem 01

Dipesh 02

Jitendra 03

Mayur 04

Monal 05

Navin 06

Bhushan 07


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Prospects

Pre-

Approach

Approach

Presentation

Objections

Close

SalesProcess


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PROSPECTING

Prospecting is the lifeblood of sales because it identifies

potential customers.

Reasons for new prospects:

To increase sales

To replace customers that will be lost over time


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As a sales person you can ask yourself three questions to

determine if an individual or organization is a qualified prospect:

1. Does the prospect have theMoney to buy?

2. Does the prospect have the Authority to buy?

3. Does the prospect have the Desire to buy?

A simple way to remember to remember this qualifying process is

to think of the world MAD.


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Cold canvassing

Endless

chain customer referral

Orphaned customers

Sales lead clubs

Prospect lists

Get published

Public exhibitions and

demonstrations

Center of influence

Direct mail

Telephone and telemarketing

Observations

Networking

Prospecting methods


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Pre-approach

Sales person determines sales call objectives.

Develop customer profile.

Customer benefit program.

Selling strategies.

Customers need are determined.


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Approach

An approach is a method designed to get prospectsattention and interest quickly and to make a smoothtransition into the next part of the presentation.

Each prospects and every sales situation is unique, so asalesperson should be adaptable.

A salesperson should create a lasting impression on theprospect.


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Ways of Making a Good Impression

Waiting for the prospect.

The entrance.

Rules of Twelve :First twelve words.

First twelve footsteps.

First twelve inches from your shoulders.

Handshaking.

Selecting a seat.


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Types of Approach

Introduction Approach.

Referral Approach.

Benefit Approach.

Product Approach.

Compliment Approach.

Question Approach.


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Making the Presentation

Highly customized presentation

Demonstrations

Audio-visual aid

Pause

Address the needs

Show that you CARE about the customers needs


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Objections

Trial close & response


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Categories of objections

Hidden objections

Stalling objections

No need objections

Money objections

Product objections

Source objections


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Responding to objections

Develop a positive attitude

Commit to always tell the truth

Anticipate objections

Relax and listen do not interrupt

Forestall known concerns

Evaluate objections

Meeting Objections


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Closing a sales call

Financial OfferingsDiscounts Credit Terms

Buying HintsBuyer Questions Requirements

Final ClosingProbing method Alternative Choice

Direct Request Balance sheet Method

1.selling and nego

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