This document outlines principles and steps for effective personal selling. It discusses prospecting and qualifying leads, presenting and demonstrating products to customers, overcoming objections, and closing and following up on sales. The goal is to move from being passive order takers to actively seeking out and securing new business by asking questions, learning about customer needs, and ensuring their satisfaction after the sale.

1. MANAGING
PERSONAL
COMMUNICATIONS
PRINCIPLES OF SELLING

2. AN ANCIENT ART!
CHANGED FROM BEING PASSIVE ORDER
TAKERS TO ACTIVE ORDER GETTERS!
WHAT IS PERSONAL SELLING

3. THE SPIN METHOD- USE THE FOLLOWING TYPES
OF QUESTIONS TO BE EFFECTIVE

4. STEPS IN EFFECTIVE SELLING
PROSPECTING
AND QUALIFYING PREAPPROACH
PRESENTATION
AND
DEMONSTRATION
OVERCOMING
OBJECTIONS CLOSING FLLOW-UP AND
MAINTENANCE

5. “HOT” PROSPECTS ARE TURNED OVER TO THR
FIELD SALES FORCE
“WARM” PROSPECTS TO THE TELEMARKETING
PROSPECTING AND QUALIFYING

6. LEARN AS MUCH AS POSSIBLE
ABOUT THE PROSPECTIVE CUSTOMER
PREAPPROACH

7. TELL THE PRODUCT “STORY “ TO CUSTOMER
PRESENTATION AND
DEMONSTRATION

8. OVERCOME THE PSYCHOLOGICAL AND
LOGICAL RESISTANCES OF THE CUSTOMERS
OVERCOMING OBJECTIONS

9. CLOSING SIGNS FROM THE BUYER INCLUDE
PHYSICAL ACTIONS, STATEMENTS, AND
QUESTIONS
CLOSING

10. NECESSARY TO ENSURE CUSTOMER
SATISFACTION AND REPEAT BUSINESS
FOLLOW-UP AND MAINTENANCE

11. CREDITS
 http://orbusbloglive.azurewebsites.net/wp-
content/uploads/2013/11/SPIN-selling-for-
architects.png
 http://www.mainesbdc.org//assets/8/CADD8846-
A9A0-992D-
9B3FFB796FDE3DC2_mainImage/selling.jpg
 http://www.chanimal.com/wp-
content/uploads/Sales_Investigate-233x250.jpg
 http://agiletv.com/wp-
content/uploads/2012/08/ResistantManagement.jpg

12. DISCLAIMER
Created by Parul Chauhan, LSR DELHI, during an
internship by Prof. Sameer Mathur, IIM Lucknow.
www.IIMInternship.com