The document outlines the key steps in the personal selling process, including prospecting and qualifying leads, pre-approach research, making the initial approach, presenting and demonstrating the product while focusing on benefits over features, handling objections, closing the sale, and following up with customers. It emphasizes the importance of being genuine, likable, and building trust with customers through strong communication skills and body language.

1. Personal Selling ProcessBy: Martina DudicovaFor: Chris ShallowCourse: Intro to Marketing Summer 2010June 13, 20101Tiffin University, Prague - Martina Dudicova

2. FIRST!GUIDELINE STEPS PROCESS TO SELLJune 13, 2010Tiffin University, Prague - Martina Dudicova2

3. Guideline to sell yourselfBe Real, Be true, Be youCompetent, likeable, luckyJune 13, 2010Tiffin University, Prague - Martina Dudicova3Guideline steps:

4. Outline to reach successSteps in the selling process Prospecting and qualifying

5. Pre-approach

6. Approach

7. Present and demonstrate

8. Handle objections

9. Close & make the deal

10. Follow up June 13, 2010Tiffin University, Prague - Martina Dudicova4Process to sell:

11. June 13, 2010Tiffin University, Prague - Martina Dudicova5

12. Be Real, Be true, Be youDon’t try to impress your clients by being someone you are not Try to express your value, and emotions to the customer June 13, 2010Tiffin University, Prague - Martina Dudicova6

13. Competent, likeable, lucky Competence and likeness are key criteria sellers should haveLuck depends on the perception of the customers; if your are perceived to be competent and likeable in minds of customers…then you will beOnce developed likeness and perceived competence you are on your way to luckLUCK IS NOT A COINCIDANCE June 13, 2010Tiffin University, Prague - Martina Dudicova7

14. 1.) Prospecting & QualifyingFirst step  identifying potential customerThere is a need to segment and target the customer, otherwise you will not know who to fully satisfyhow to qualify: by financial ability, volume, locations, special needs, etc.June 13, 2010Tiffin University, Prague - Martina Dudicova8

15. 2.) Pre-approachThe step in the selling process where the salesperson learns as much about the prospected customer as possible before callingBegin with good research

16. Translate data into useful information FOR the customer

17. Prepare questions and answers

18. Don’t plan what will be discussed during the meeting. A better approach is to plan what you would like your prospect to give you during the meetingJune 13, 2010Tiffin University, Prague - Martina Dudicova9

19. 3.)Approach:Evoke EmotionsStep in the selling process where customer and salesperson meet for the first timeIn selling, a high emotional intelligence can be more useful than a high IQ