The document discusses the selling process and sales management. It describes the seven steps of the selling process: prospect and qualify, pre-approach, approach, presentation, overcome objections, close the sale, and follow-up. It also discusses how the best salespeople are now using "insight selling" rather than traditional "solution selling" by coaching customers to identify unrecognized needs and targeting decision-makers within organizations. Social media is also discussed as having potential for salespeople to identify prospects and start conversations.

1. –INTRODUCTION TO SELLING CONCEPT
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management), MBA (Marketing), UGC-Net (Management)}

2. SELLING AND SELLING PROCESS
– SALES MANAGEMENT
– Sales Management According to American Marketing Association
(AMA), “Sales Management means the planning, direction and
control of personal selling, including recruiting, selecting,
equipping, assigning, routing, supervising, paying and motivating
as these tasks apply to the personal sales force”.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

3. The selling process is generally divided into seven
steps that, once you understand them, will
empower you to sell virtually anything you want
and satisfy your customers:
Prospect and qualify
Pre-approach
Approach
Presentation
Overcome objections
Close the sale
Follow-up
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

4. Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

5. Before planning a sale, a salesperson conducts
research to identify the people or companies
that might be interested in her product.
A prospect is a lead that is qualified or
determined to be ready, willing, and able to buy.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

6. The pre-approach is the “doing your
homework” part of the process. A good
salesperson researches his prospect,
familiarizing himself with the customer’s needs
and learning all the relevant background info he
can about the individual or business.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

7. First impressions (e.g., the first few minutes of a
sales call) are crucial to building the client’s trust.[
This usually involves introductions, making some
small talk, asking a few warm-up questions, and
generally explaining who you are and whom you
represent. This is called the approach.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

8. The presentation should be tailored to the
customer, explaining how the product meets that
person or company’s needs.
It might involve a product demonstration,
videos, PowerPoint presentations, or letting the
customer actually look at or interact with the
product.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

9.  After you’ve made your sales presentation, it’s
natural for your customer to have some
hesitations or concerns called objections.
 Good salespeople look at objections
as opportunities to further understand and
respond to customers’ needs
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

10.  Eventually, if your customer is convinced your
product will meet her needs, you close by
agreeing on the terms of the sale and finishing
up the transaction.
 Sometimes a salesperson has to make several trial
closes during a sales call, addressing further
objections before the customer is ready to buy.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

11. The follow-up is an important part of assuring
customer satisfaction, retaining customers and
prospecting for new customers.
This might mean sending a thank-you note, calling
the customer to make sure a product was received
in satisfactory condition, or checking in to make
sure a service is meeting the customer’s
expectations.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

12. In recent decades sales reps have become adept
at discovering customers’ needs and
selling them “solutions”—generally, complex
combinations of products and services.
This worked because customers didn’t know how to
solve their own problems, even though they often
had a good understanding of what their problems
were.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

13. The hardest thing about B2B selling today is that
customers don’t need you the way they used to.
Customer’s have become skilled at finding their
own solution; they don’t need reps as they once
did.
In this environment a group of high performing
salespeople have emerged-reps who have
abandoned the traditional playbook and devised a
novel sales strategy.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

14.  The best salespeople are replacing traditional
“solution selling” with “insight
selling”-A strategy that demands a radically
different approach across several areas of the
purchasing approach.
 These star reps coaches the customer in
identifying unrecognized needs.
 High-performing reps are still selling solutions—but
more broadly, they’re selling insights.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

15. Insight selling is built on three strategies
outlined below
 Avoid trap of “established demand”
 Target Mobilizers, Not Advocates
 Coach customers how to buy
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

16. Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

17.  Social networks are an exciting development for
sales reps.With little managerial discipline, all
that clicking ,following and sharing will win more
business.
 Veteran salespeople and now sales trainers— offer
insights to help companies and reps get maximum
value from sites like LinkedIn, Twitter, and
Facebook .
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

18.  The shift from a “push” to a “pull” world of
commercial messaging has been thoroughly
documented by now.
 Social media’s greatest potential, is at the start of
the sales cycle, during prospecting, opportunity
qualification, and pre-sales-call research.
 Short messages sent via social media produce
much greater response than cold calling—and,
even better, reps don’t always have to start the
conversation.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

19.  In social networking environment reps often find
potential customers expressing interest in solution
they sell . Identifying these slightly warm prospects
can save a rep from making many unwelcome cold
calls.
 Potential customers are surprisingly responsive to
short messages sent via social media.
Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

20. Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}

21. Dr. Prashant Chauhan {Ph.D. (Customer Experience - Management),
MBA (Marketing), UGC-Net (Management)}