SALES PROCESS

BY TO
P. S. VENKANNA BABU PROF. SABHYASACHI RATH
Contents

Prospecting

Pre-Approach

Approach

Presentation
Steps/Stages of sales process
PROSPECTING
Prospecting

The end goal is to move

Process of identifying
prospects through the
potential customers,
sales funnel until they
clients, or buyers in
eventually convert into
order to develop
revenue-generating
database.
customers.
 Who

Why
Need to
know
Where

How
  Need/Desire

Who ?  Authority/Influence on purchasing decision

 Money
Why ?

Generate Revenue for the Provide Customer base

company
  From Leads/Suspects

Where ?  Internal sources

 External sources
 Personal contacts
Internal Sources External Sources
 Company Records
 Lists and Directories  Referrals
 Advertising Inquiries  Community Contacts (Centers of
Influence)
 Telephone Inquiries
 Organizations
 Mail Inquiries
 Non-competing Salespeople
 Internet or World Wide Web
 Visible Accounts
 Social media platforms
  Prospecting methods
 Cold canvass
 Endless chain
 Direct mail
 Telephone & Tele marketing
How ?  Trade shows & Demonstrations
 Internet & Social media marketing
 Seminars & Networking meetings
Prospecting Strategies/Plans

SET GOALS ALLOCATE KEEP EVALUATE STAY

TIME RECORDS POSITIVE
Pre-Approach
Pre-approach

The salesperson should try

The process of gathering
to find as much available
and analyzing all
information about the
important information
view and a person's needs
about the prospect before
as possible before
appealing a person in the
communicating with the
selling process.
potential client.
 The job of prospecting is completed with minimum knowledge about
prospective buyers. Here, the stage of pre-approach begins.

 Pre-approach means getting more detailed information about the

potential buyers. Where, the salesman tries to collect some more
information in addition to the background information gathered at the
prospecting stage. Such additional information about the prospective
customers includes their needs, habits, preferences, nature, behaviour,
economic status, and so on.
 This will enable the salesman to distinguish between ‘most likely and likely’
prospects and convert as many ‘prospects’ into ‘buyers.
APPROACH
Approach

 This is the step where you begin to build a relationship and the intelligence
gathering continues.

 A crucial stage which even creates first impression for the customer.
 The Instant Buddy warm and friendly, and
welcoming

The Guru more logical and less

emotional

Different
styles of The Consultant
and "buddy"
combines the "guru"

approach
The Networker web of friends, co-workers,
customers, and
former customers, and anyone

The Hard seller scare the prospect into buying

PRESENTATION
Presentation

The presentation is one

A stage where we give of the things in the
info not just about sales process that is
product but also about probably most written
the benefits. about after the closing
and negotiating steps.
 To do list for a sales presentation

 You understand what your customer is like

 You must understand the customer’s buying
motivation
 Great product knowledge
 Knowledge of the competition
 Knowledge of the company you work for
 The Feature, Advantage, Benefit model for
selling value.
QUESTIONS
Thank you