This document discusses personal selling techniques. It covers: 1) The two types of personal selling - order takers who respond to requests, and order getters who create new sales and accounts. 2) Characteristics of successful salespeople like courtesy, product knowledge, professional appearance, and willingness to work. 3) The FAB selling technique which emphasizes focusing on benefits over features and advantages when making a sales pitch. 4) The personal selling process which includes prospecting, planning presentations, overcoming objections, and closing the sale. It also discusses negotiating skills.

1. Personal selling

2. Personal selling :
• Indoor
-Order takers: respond to purchase request
• outdoor sales:
-Order getter: creating sales and developing
new accounts

3. Profile of a successful salesperson
• courtesy: ability to handle a difficult situation,
cover panic with a smile
• complete knowledge of the product- service
• Professional appearance and behavior.
• Willingness to work , not to stop after skipping
first sales call
• Empathy, Trust, warmth

4. FAB Selling Technique
Type of characteristic Definition Impact on large sales
Features Describe Facts, data and
product
characteristics(price,
shape, color…)
Neutral or slightly negative
Advantages Show product strength in
relation to competitors’
products
Slightly positive
Benefits Show how product meets
the customer’s needs
Very positive

5. Personal selling process
Prospecting
and qualifying
• Check the needs and wants that must be fulfilled
• Ability to pay
• Willingness to pay
Planing and
delivering
Sales
presentation
• Active listening
• Encourage talking
• Take notes
Overcoming
objection
• Price
• Product and services offered
• Pressure to decide
Closing the Sale
• Continued affirmation
• Assumptive close
• Closing on a minor point

6. Negotiating skills
• When you give something up, try to get
something in return
• Look for items other than price to negotiate
• Hide negativity behind customer
unreasonable demand, Do not attack
Prospects’ demand
• Do not defend your position, ask for feedback.

7. Outsiders vs insiders

8. • Understand what the buyer wants
• Sell in a buyer-responsive manner
• Establish trust with the buyer
• Communicate
• Act on what the customer is saying
• Demonstrate subject matter expertise
• Are socially active with target buyers
• Personalize their interactions
• Use a variety of marketing skills
• Help prospects achieve next steps

9. STARTING
Positive communicationSmile
Ask qualified questions

10. Greeting:
• customer do not want to be sold
• Think you need to sell them something against
their will
• They prefer asking questions
• Standing behind your desk for not blocking
their entrance
• Try to tell customer where it is located not
what to choose “ prevent the answer of am
just looking”

11. Qualifying
• Who will be using this phone?
• What type of phone do you have now
• What do you like about your current phone
• Identify wants and needs
• Prevent dead sale “ask why you want this
device”, ask why helps in the presentation of
new product

12. What you are going to sell?
• The more features, the more benefits, the
more emotion
• The more features the more logic
• Features need to be translated into benefits!

13. Closing
• Why you decided not to purchase
• Ask for a feedback