This document outlines the key steps in the sales process: 1. Prospecting potential customers from existing customers or new leads. 2. Pre-call planning including researching the customer and developing a sales presentation. 3. Approaching the customer by gaining their attention and interest in the product or service. 4. Presenting to and interacting with the customer to demonstrate benefits and address objections. 5. Closing techniques to finalize the sale. 6. Following up with customers and providing after-sales service.

1. Process
By:
K.S NIRANJAN

2. References in Selling
Existing customer-Pool of prospectus.
Leads customer- Readymade inquiry generated.
Orphan Customer- Just sale the products, collect the
money and forget customer

3. “Steps in Selling Process”
• Prospecting
• Pre call Planning
• Approaching the Prospective
• Presentation-Interaction with
the customer
• Trial Close
• Listen to the objective
• Objection Handling
• Closing the Sale
• Sales Closing Technique
• Follow- up and after sales
service.

4. 1-Prospecting: Prospecting the potential
customer (Existing or new)
•Pre-call planning of the potential customer
•Determination of call objective
•Ask the question and satisfied himself that he may become my
customer
•Does the person have sincere desire to fulfill his needs
• .
•Does the customer have the ability to pay
•Will the transaction with this person be profitable?
•Note-The sales person will generate a list of prospecting or qualified
customer for everyday after that make sales visit. Every sales person
needs adequate list of prospects to earn his daily sales through this
technique.

5. 2-Pre-Call Planning:
1-Prepare horoscope of customer.
2-Customer profile
3-Determination of customer benefits
o FAFS Table- future products advantage
over competitor products.
o Develop market plan ( dealer)
o Develop business proposal ( new
dealer)
o Suggested purchase order
4- Develop sales presentation
5-Making an appointment over phone
6- State the purpose of call and
information
7-Develop confidence by knowing your
products better , technical, price,
competitor knowledge.

6. 3-Approaching the Customer-(Present Our-self)
A- Attention
I-Interest of customer
D- Desire of product Spin selling approach
A-Action (negotiation) Solution selling approach S-Situation (cause)
S-Satisfaction Need satisfied approach P-Problem
I-Initiation I-Implication
R- Relationship N-Need pay off
R-Reference
Need Satisfied Approach-Generally all marketers use this
technique

7. 4-Presentation-Interaction with Customer
Outcome
• Goal of interaction
Communication
• Sell the products
Listening or services
interaction. • Intensify the need
Collaboration of customer
• Create a favorable
Demonstration attitude for the
Product demo Graphical, Video etc. specific product.
• Present features
and benefits of the
products
Artificial excuse
CSL,Guarantee.etc

8. 5-Trial Close
At a point of time the customer show string conviction about the
merit of the product then need s to trial close
Closing a sale- closing is the process of helping people makes a
purchase decision that will benefits them.
To decide the point when the customer is ready . You have to
observe for buying signal or willing to buy from customer
Buy signal
1-Ask question for price and delivery date
2-Relax and become friendly, ask opinions of others.
3-Customer looks carefully the product on offer

9. 6-Listening to the objective
Objective Handling two ways
1-Real objection: pertaining to feature of products
2-Psycological objection: Mind of the customer
Clarify the question ( Objective)
• .
Classified the question
Maintain control ( Loose temper)
Have to welcome the all objection
Capitalization of objective

10. 7-Technique of handling Objection
 Product comparison
 Warranty or guarantee
 Relating a case history
 Demonstration
 Ask the question{Why}
 Hearing the prospect out by sympathetic listening
 Yes but technique
 Making the question ans. ( Coming back to you)

11. 8- Closing the Sale
Principles of Closing
 Closing the sale is the responsibility who has open the
sales
The sales person not the customer should take the
initiative to close the sale.
Do not afraid to do the while to closing the sale
Choose the time and style according to the situation the
customer in.

12. 9-Technique of Closing the Sale
• Direct Close-This type of close is effective in straight
forward transaction where the purchase decision
like on rational factors
• Summarization Close- follow All Process
• Balance Close-( Total A/c close)
• Qualifying close
• Complimentary close
• Alternative close
• Assumptive close

13. 10-Follow-up and Services
• Services to customer
• Follow-up after the sale
• Selling skill