Selling Process - 7 Steps in the sales process explained in depth

Показать описание

The selling Process refers to marketing strategies and steps that a salesperson takes to create and develop a relationship with the customer

The Selling Process is a series of repeatable steps taken at the onset of a product sale till the closing of a deal.

Selling Process - Steps

Step 1: Prospecting and Qualifying

It is the first step of a sales process where the salesperson identifies the potential customers and determines whether they have any need for the offered products or services and can they afford it.

Step 2: Pre-Approach

The salesperson gather information about the potential customers, research the market, gains a better understanding of both the market and the potential customer, and then takes a sales call

Step 3: Approach

This is the step where the salesperson makes the first contact with the customer through face-to-face communication, telephonic conversation, email etc. It includes

- Premium Approach – offering a gift at the onset
- Question Approach – Asking a question to get him involved and interested
- Product Approach – Offering a sample or free trial to evaluate the product

Step 4: Presentation

The salesperson demonstrates the product and shows how it successfully meets consumer needs.

Step 5: Objections

The salesperson answers all the customer’s questions about the product or service and clears his objections, concerns and doubts.

Step 6: Close

In this step, the salesperson gets the nod from the customer to move ahead. The three closing techniques that will prove useful here are.

- Extra inducement close – The salesperson offers an additional benefit like free service or discount to close the deal.

- Urgency - A feeling of urgency is created so that the deal can be finalized promptly.

Step 7: The Follow-up

In this final step the salesperson follow-up to ensure customer satisfaction, building a further relationship, and customer loyalty.

Example – Sale Process [B2B Sales]

- Sales Process for Boeing & Airbus [Aircraft Manufacturer] – B2B Sales

This video is on Selling Process Steps and it has the following sub-topics.

Time Stamps

0:00 What is the Selling Process?
00:32 Step 1: Prospecting and Qualifying
00:57 Step 2: Pre-Approach
01:30 Step 3: Approach
02:26 Step 4: Presentation
02:57 Step 5: Objections
03:16 Step 6: Close
04:10 Step 7: The Follow-up
04:38 Example – Sale Process [B2B Sales]
04:45 Example – Sales Process for Boeing & Airbus [Aircraft Manufacturer] – B2B Sales