SELLING PROCESS

PROSPECTING
PROSPECTING Identify& Qualify Identify Potential and Potential Customers Qualify customers PREPARING * Preapproach Preapproach Call planning

PREPARING

PRESENTING Approach Probe for needs Convince the prospect

HANDLING OBJECTIONS

CLOSING

FOLLOW UP

Teknik mendapatkan prospect :

Present Customers Former Customers Cold Calling Spotters Directories and mailing Lists Prospecting Services Referrals Personal Contacts Trade Shows and Exhibits Direct Marketing

Pendekatan untuk Qualifying disebut dengan MAN, yaitu : Money (Daya beli konsumen) Authority (Siapa yang memutuskan untuk membeli produk) Need (Kebutuhan Konsumen)

PREPARING Preapproach
 Who is the customer?  What are the customer s needs?  What other Information is Required?  Where does One Obtain Information?

Call planning  Specifying the Objective  Developing a Strategy  Making an appointment

APPROACH
First Impressions Are Essential

* Wear neat, conservative clothes * Be clean and carefully groomed * Know the prospect s name and pronounce it correctly * Be alert and pleasant * Let the prospect offer to shake hands * Forget about yourself and concentrate on the prospect * Avoid smoking or chewing gum

HANDLING OBJECTION Hal yang perlu dipertimbangkan dalam handling objection : Timing Price Source Competition