The major steps in effective selling are prospecting and qualifying leads, preparing for the sales call, making the sales presentation, overcoming objections, closing the sale, and following up. Companies generate leads through various methods and qualify them to identify hot, warm, and cold prospects. Salespeople research prospects and plan their approach. During the presentation, they describe product features, advantages, benefits, and value using different styles. They address customer objections and look for the right moment to close the sale. Follow up ensures customer satisfaction.

1. Major Steps in Effective Selling
Prospecting and Qualifying
Preapproach
Approach
Presentation and Demonstration
Overcoming Objections

2. Closing
Follow-up and
maintenance

3. Prospecting and
Qualifying

4. Prospecting and
Qualifying
• The first step in selling is to identify and
qualify prospects.
• Historically, most companies left it to their
salespeople to find leads.
• Now, however, more companies are taking the
responsibility for finding and qualifying leads
so that the salespeople can use their
expensive time doing what they can do best:
SELLING.

5. Companies can generate leads
through:
• Examining data sources (newspapers,
directories, CD-ROMs) in search of names.
(commercial list vendors)
• Putting a booth at trade shows t encourage
drop-bys.
• Inviting current customers to suggest the
names of the prospects.

6. • Cultivating other referral sources, such as
suppliers, dealers, noncompeting sales
representatives, bankers, and trade
association executives.
• Contacting organizations and associations to
which prospects belong.
• Engaging in speaking and writing activities
that will draw attention.

7. • Using telephone, mail, and the
Internet to find leads.
• Dropping in unannounced on various
offices (cold canvassing).

8. qualifying
• Companies then can qualify the leads
by contacting them through mail or
phone to asses their level of interest
and financial capacity.
• The leads can be categorized as HOT
PROSPECTS, WARM PROSPECTS and
COOL PROSPECTS.

9. Pre approach
• The salesperson needs to learn as much
as possible about the prospect company
(what it needs, who is involved in the
purchase decision) and its buyers (their
personal characteristics and buying
styles).

10. Pre approach
• The salesperson can consult standard
sources, acquaintances, and others to learn
about the company.
• the salesperson should set objectives:
– To qualify the prospects
– Gather information,
– make an immediate sale

11. Pre approach
• Another task is to decide on the best
approach
– Personal visit
– Phone call
– Letter
• The best timing should be considered
because many prospects are busy at certain
times
• Plan an overall sales strategy for the account.

12. approach
• The salesperson should know how to
greet the buyer to get the relationship off
to a good start.
• The salesperson might consider wearing
clothes similar to what buyers wear
• Show courtesy and attention to the buyer
• Avoid distracting mannerism

13. approach
• Opening line should be positive
– “Hi Mr. Lazaga, I am Ms. Nadine Lustre of ABE
College of Accountancy. My company
appreciates your willingness to see me. I will
do my best to make this visit a profitable and
worthwhile for you and your company. “

14. Presentation and Demonstration
• Product “STORY”
• Following the AIDA/ AIDAS formula selling
• Using Features, Advantages, Benefits and
Value Approach (FABV)

15. FABV
• Features- describe physical characteristics of
market offering (Speed of a car, or Memory
Capacity of SD Card)
• Advantage- describe why the features provide
advantage to the customer
• Benefits- describe the economic, technical,
service, and social benefits delivered by the
offering.
• Value- describe the summative worth (monetary
items) of the offering.

16. Different styles of sales presentation
• Canned Approach
• Formulated Approach
• Need-satisfaction Approach

17. Canned Approach
• Memorized sales talk covering the main
points
• Based on stimulus-response thinking

18. Formulated Approach
• Also based on stimulus-response
• Identifies the buyer’s needs and buying
style

19. Need-satisfaction Approach
• Search for customer’s REAL needs by
encouraging the customers to do the
most of the talking.
• Role of knowledgeable business
consultant
• Demonstration aids

20. Overcoming Objections
• Customers always pose objectives during
the presentation when asked for the order.
• Psychological Resistance and Logical
Resistance
• Positive approach
• Deny the validity of the objections or turn
the objection into reason of buying

21. Closing
• The salesperson attempts to close the sale.
• Some salesperson lacks confidence or fell
uncomfortable about asking for the order
or do not recognize the right psychological
moment to close the sale.
• In this part, the transaction should end up
to win the customer by making him buy
your product.

22. Follow-up and Maintenance
• It is necessary if the salesperson wants to
ensure CUSTOMER SATISFACTION
• After closing the sale, salesperson should
cement any necessary details on the delivery
time, purchase terms, and other matters that
are important to the customer.
• Follow up calls or visitation