Selling process


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Selling process

  1. 2. What is selling mean? <ul><li>Selling is offering to exchange something of value for something else. The something of value being offered may be tangible or intangible. The something else, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale. Another person or organization expressing an interest in acquiring the offered thing of value is referred to as a potential buyer, prospective customer or prospect. Buying and selling are understood to be two sides of the same &quot;coin&quot; or transaction. </li></ul><ul><li>Both seller and buyer engage is in a process of negotiation to consummate the exchange of values. The exchange, or selling, process has implied rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve getting acquainted, assessing each party’s need for the other’s item of value, and determining if the values to be exchanged are equivalent or nearly so, or, in buyer's terms, &quot;worth the price.” </li></ul>
  2. 3. What is Selling Process? <ul><li>The selling process is a set of activities undertaken to successfully obtain an order and begin building long-term customer relations. While the activities we discuss apply to all forms of selling and can be adapted to most selling situations (including non-product selling such as selling an idea) </li></ul>
  3. 4. <ul><li>The selling activities undertaken by professional salespeople include: </li></ul><ul><li>  </li></ul><ul><li>1.Generating Sales Leads </li></ul><ul><li>2.Qualifying Leads </li></ul><ul><li>3.Preparing for the Sales Meeting </li></ul><ul><li>4.Making Initial Contact </li></ul><ul><li>5.The Sales Meeting </li></ul><ul><li>6.Handling Buyer Resistance </li></ul><ul><li>7.Closing the Sale </li></ul><ul><li>8.Account Maintenance </li></ul>
  4. 5. <ul><li>Specific steps or stages in a sales process vary from company to company but generally include the following elements: </li></ul><ul><li>  </li></ul><ul><li>Initial contact </li></ul><ul><li>Application of Initial Fit Criteria </li></ul><ul><li>Sales lead </li></ul><ul><li>Need identification </li></ul><ul><li>Qualified prospect </li></ul><ul><li>Proposal </li></ul><ul><li>Negotiation </li></ul><ul><li>Closing </li></ul><ul><li>Deal Transaction </li></ul>
  5. 8. The Selling Process: Steps to Success <ul><li>1. The Meet and Greet This initial </li></ul><ul><li>introduction will set the stage for the </li></ul><ul><li>Business Sense </li></ul><ul><li>rest of the selling process. This is the </li></ul><ul><li>icebreaker, the time to get the </li></ul><ul><li>customer to relax and feel comfortable. </li></ul><ul><li>  </li></ul><ul><li>This is your chance to build rapport </li></ul><ul><li>with the customer so you need to be </li></ul><ul><li>sincere, friendly and humorous. </li></ul>
  6. 9. <ul><li>  </li></ul><ul><li>2. Qualifying the Customer’s Needs </li></ul><ul><li>This is the step where you ask </li></ul><ul><li>questions to help you identify what the </li></ul><ul><li>customer wants. </li></ul><ul><li>  </li></ul><ul><li>It really is the who, </li></ul><ul><li>what, where, when, why and how of </li></ul><ul><li>the selling process. If you qualify the </li></ul><ul><li>customer properly you will be able to </li></ul><ul><li>fulfill his/her needs and wants. Don’t </li></ul><ul><li>rush through this step; time spent </li></ul><ul><li>qualifying will allow a smooth transition </li></ul><ul><li>into the next step. </li></ul>
  7. 10. <ul><li>3. Presentation or Demonstration This </li></ul><ul><li>is the step where the salesperson can </li></ul><ul><li>show all they know about their </li></ul><ul><li>products or services. Naturally, the </li></ul><ul><li>presentation will cover the features of </li></ul><ul><li>the products, the physical </li></ul><ul><li>characteristics. </li></ul><ul><li>  </li></ul><ul><li>But, you need to concentrate on the benefits of your </li></ul><ul><li>products or services, as well. The </li></ul><ul><li>benefits will show the customer “what </li></ul><ul><li>is in it for them” and benefits are why </li></ul><ul><li>people buy the products/services that </li></ul><ul><li>they do. </li></ul>
  8. 11. <ul><li>  </li></ul><ul><li>4. Overcoming Objections This step </li></ul><ul><li>is critical to the selling process since </li></ul><ul><li>objections are usually the customer’s </li></ul><ul><li>reasons for not buying your product </li></ul><ul><li>or service. Objections are just another </li></ul><ul><li>step in the selling process and give you </li></ul><ul><li>the opportunity to reinforce in the </li></ul><ul><li>customer’s mind the benefits to them </li></ul><ul><li>while you move them toward </li></ul><ul><li>completing the deal. Now is not the </li></ul><ul><li>time to give up. Ask them why they </li></ul><ul><li>feel like they do and respond directly </li></ul><ul><li>to their statements. </li></ul><ul><li>  </li></ul>
  9. 12. <ul><li>  </li></ul><ul><li>5. Closing After you have handled the </li></ul><ul><li>objections that the customer presents, </li></ul><ul><li>you must ask for their business. </li></ul><ul><li>Generally, the customer will have given </li></ul><ul><li>you signals along the way. </li></ul><ul><li>Your job is to pick up on those signals and ask </li></ul><ul><li>for their business. There are many </li></ul><ul><li>techniques that can be employed in </li></ul><ul><li>closing the sale, and you need to find </li></ul><ul><li>the techniques that you can use </li></ul><ul><li>comfortably. </li></ul>
  10. 13. <ul><li>  </li></ul><ul><li>6. Follow Up Now that the sale has </li></ul><ul><li>been made, don’t just let that hard </li></ul><ul><li>work go to waste. Follow up with the </li></ul><ul><li>customer and start building that longterm </li></ul><ul><li>relationship that will assure you </li></ul><ul><li>of a satisfied repeat customer who will </li></ul><ul><li>most likely send referrals your way. </li></ul><ul><li>Remember, your future success </li></ul><ul><li>relies upon making the sale. So, always </li></ul><ul><li>try to improve the quality of your </li></ul><ul><li>salespeople through training and skills </li></ul><ul><li>development. </li></ul>
  11. 14. Amal Almarzooq BH09600071