The document outlines the six steps of personal selling: 1) prospecting and qualifying potential customers, 2) preparing for the sales approach by researching the customer's needs, 3) presenting and demonstrating the product or service, 4) overcoming any objections raised by the customer, 5) closing the sale by agreeing on terms, and 6) following up to ensure customer satisfaction and retention as well as finding new customers. Each step is described in one to two paragraphs providing details on activities involved in prospecting, preparing, presenting, handling objections, closing, and following up with customers.

1. SIX Steps on
Personal Selling
By - V Santhosh Kumar

2. ● Prospecting and qualifying
● Pre Approach
● Presentation & Demonstration
● Overcoming Objections
● Closing
● Follow Up and Maintenance

3. Prospecting and qualifying
Before planning a sale, a salesperson conducts research to
identify the people or companies that might be interested
in her product.

4. Pre Approach
• 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.

5. Presentation & Demonstration
•It might involve a product demonstration,
videos, PowerPoint presentations, or letting the
customer actually look at or interact with the
product.

6. Overcoming Objections
It’s a test for the seller to persuade his product
against all the odds by tackling the queries and
doubts posted by the audience or th prospects.

7. Closing
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.

8. Follow Up and Maintenance
The follow-up is an important part of assuring
customer satisfaction, retaining customers and
prospecting for new customers.

9. THANK YOU