Selling and Sales Management
Seven Step selling process?
Prospect and qualify, Preapproach, Approach, Presentation, Overcome objections, Close the sale, and Follow-up.
The selling process
helps build a framework for selling.
A lead is a potential buyer.
Qualified prospect- A prospect a sales person has determined has the desire and ability to buy the product or service.
Where can you find a prospect?
Existing customers, Referrals, Networking and social networking, Business directories in print, Online databases and directories, Newspapers, trade publications, and business journals, Trade shows and events, Advertising and direct mail, Cold calling, and being a subject matter expert.
How can a salesperson make effective cold calls?
Making an unsolicited phone call or visit to a prospective customer, can be quite effective for the salespeople who know the right approach, but it’s also most salespeople’s least favorite prospecting activity.
What activities are important within the 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 info he can about the individual or business.
What is meant by “solving, not selling”?
Why is this statement important in sales? Good salespeople don’t sell products; they sell solutions to their customers’ problems or challenges.
What would be some SMART precall objectives?
Your customers are busy people, and you don’t want to waste their time. They will appreciate your organization and will be more likely to trust your judgment if you come prepared. You also don’t want to waste your time or your company’s time. S- Specific M- Measurable A- Actionable R- Realistic T- Time- Bound.
What are the 4Ps in presentation preparation?
Why should a salesperson use these Ps in his/her presentation? Prioritize and organize your agenda. Personalize the presentation to match your customer’s needs and preferences. Prepare visual aids and product demonstrations to illustrate your point and engage your audience. Practice your delivery. A well-planned presentation can often be the thing that makes or breaks a sale. You will go far in establishing a strong rapport with your customer and earning his trust and respect
Why is the follow up from a sales presentation critical?
Following up helps you maximize your efforts after networking, applying for an online job, sending direct mail, contacting someone via networking (online or offline), and visiting a job fair. You will leave a good impression, help your contacts to remember you, and set yourself apart from other applicants.
What are the 6Cs of the sales approach?
Confidence, Credibility, Contact, Communication, Customization, and Collaboration
Why is the elevator pitch important?
Your elevator pitch is critical because it tells a prospective employer or someone in your network what you have to offer, what makes you different, and what you want to do.
What are the differences between a telephone, an email, and face-to-face approaches?
It’s best to call first and ask your contact if you can schedule a time to meet with her in person. Of course, you might get sent right to voice mail, especially when you are trying to contact a busy manager. If you’ve tried a number of times and can’t get through, you can leave a message, but make sure you follow up by calling back later in the day or the next day. Be persistent and call back until you can speak to someone. E-mail is one of the most efficient and least expensive ways to get in touch with a large number of prospects, but e-mail—like direct mail—is impersonal and has a low response rate: 2 or 3 percent at best. Face-to-face interaction is definitely the most personal approach you can make, but it is also the most difficult.
What are the different types of sales approaches?
The question approach involves leading off with questions to learn about your prospect and engage him in dialogue. In a product approach, the salesperson opens the call with a product demonstration or display. The referral approach is an effective way to quickly establish trust with a prospect because it involves starting the call off by mentioning a mutual connection who has referred you to the prospect and who is willing to vouch for you. The customer benefit approach requires research beforehand so that you can open your call by mentioning an important, customer-specific benefit of your products or services. Sales that involve very specific solutions to customer problems sometimes begin with a survey approach. The agenda approach is a straightforward approach that gets right down to business. It appeals to highly organized people because it involves outlining the meeting agenda at the start of the sales call. A premium approach is one in which the salesperson offers product samples or giveaway items to attract a prospect and establish goodwill. And the Combination Approach.
What are some barriers to success in getting an appointment?
Attitude, especially fear of rejection, can be a barrier to success in approaching your prospect.
How might you overcome these barriers?
Some ways to build confidence and overcome your reluctance include focusing on using language that conveys certainty during the approach, practicing the approach through role-play, making calls at the time of day when you have the most energy, and visualizing a successful outcome.
How do you prepare for the presentation?
When preparing for your sales presentation, stay focused on the essentials: your relationship with the prospect and your precall objectives. Practice mental rehearsal by visualizing the best possible outcome to the sales presentation. The night before your presentation, make sure you have all the logistics worked out: your equipment, your wardrobe, directions to the location, and parking information.
What are the right tools for the sales presentation?
1. Take customization to a new level. 2. Never miss an opportunity to delight. 3. Always make the presentation creative and fun.
What is SPIN selling?
A customer center sales model. Spin stands for the 4 kinds of questions successful sales people ask their customers: Situation, Problem, Implication, and Need-Pay off.
Why does spin selling work?
To make this work, you have to ask your buyer a lot of questions, let him do most of the talking, and give his responses your full attention.
What are the five steps to a successful sales presentation?
Step 1: Build Rapport. Step 2: Make a general benefit statement. Step 3: Make a specific benefit statement. Step 4: Presentation. Step 5: Close.
Why should objections be welcomed?
Objections are opportunities and they help build relationships.
What are the different types of objections?
? Product objection, Source objection, Price objection, Money objection, “I’m already satisfied” objection, and “I have to think about it” objection.
What are the different ways to overcome these objectives?
Objection 1: You Don’t Have Enough Experience. The best way to anticipate and even avoid this objection is to review your portfolio during the interview. Objection 2: I’m Not Sure You Will Fit In with the Team. This is another opportunity to refer to your portfolio by talking about projects that you work on with other people. Objection 3: The Position Doesn’t Pay as Much as You Are Looking For. Your response to this objection should be something like “Salary is only one part of compensation. Objection 4: You’re Too Experienced for This Position. Answer this objection by pointing out that you are willing and excited about learning about the business from the ground up. Based on your research of the company, give your interviewer a specific reason about why you want to work for that particular company.
When is the right time to start closing?
Closing the sale, or getting the order, starts at the beginning of the selling process, long before you even come in contact with the prospect.
Is it ABC or ABO?
“Always Be Closing” (ABC). This means that a salesperson should never miss the opportunity to close a sale, no matter where it occurs in the selling process. “Always Be Opening” (ABO). In other words, the best strategy is to always be helping your customer identify and solve his problems, just like you do when you are opening the selling process.
What are the different types of closing techniques?
Direct Request Close- simply ask for the order, The benefit summary close- summarizes the benefit of the product or service, assumptive close- asking a question that when the prospect replies he is committing to the sale, alternative choice close- a choice between 2 options rather than buying and not buying, compliment or vanity close-helps you relate the purchase to the person and appeal to his or her sense of identity. , and combination of closes- helps you ultimately gain agreement with the prospect. Virtually any of the different closes can be used together.
How do you close a complex sale?
Discover, Diagnose, Design, and Deliver
Why are customer relationship management systems important in organizations?
Maintain relationships in a systematic way, following up more consistently with leads, and continuing to meet the needs of existing customers.
Does your prospect have a need?
Do they have the authority to make the buying decision? Do they have the resources to purchase the product/service? Do they have thewillingness to purchase the product? Do you have access to the influencer or decision makers?
How could you use the seven-step selling process in your own job search?
It helps you make an overwhelming process seem much easier. Start out by narrowing down an area you want to work in. Researching is also effective. Keep an ideal employer in mind.