Department of MBA

Subject :- “Personal Selling Lab ”

Topic: Personal Selling Process

Presented By:
Prof. Vivek Vinayakrao Wankhede
Assistant Professor in Dept. Of MBA
MBA(Marketing + HR), MA (Psychology-p), BE(Bio-Medical), B.Ed
 Department of MBA

Steps of Personal Selling

* Prospecting
* Pre-approach
* Approach
* Presentation
* Handling Objections
* Closing
* Follow Up

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 1. Prospecting Department of MBA
The first step in the personal selling process is seeking out
potential customers — also known as your prospects or leads. 
Prospecting can be done through inbound marketing, cold
calling, in-person networking, or online research.
An important part of the prospecting stage is lead qualification.
Remember, personal selling is all about finding solutions for your
customers, but, naturally, not everyone is fit to be a customer or
find a solution using your product or service.
Therefore, you must qualify your leads to avoid spending
precious time and resources on prospects who have little to no
chance of becoming customers — and minimize customer churn.
B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
2. Pre-Approach
During the pre-approach stage, your sales team should prepare
to make initial contact with any leads they’ve discovered while
prospecting. Pre-approach typically involves extensive online
research about the prospect, the market, and his or her business.
This stage also includes building and practicing a sales
presentation tailored to the prospect.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
3. Approach
Next is a critical step — your team's approach. In this stage, the
sales team should make initial contact with a prospect by
reaching out, introducing themselves, and starting a
conversation. This might happen via a phone call, video call,
email, or in-person.
The ultimate goal of the approach stage is to better understand
the prospect and know their wants, needs, and problems —
anything that your product or service can help satisfy or solve.
For this reason, your sales team should focus on mainly 
asking questions in this stage to know if and how your product or
service can solve their challenges and pain points.
B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
4. Presentation
Now, your team heads into the sales presentation stage. This is
when your sales team presents and potentially demonstrates
your product or service.
Throughout the presentation, your sales team should focus on
how your product or service benefits the prospect, using
information gathered in the pre-approach and approach stages.
This will ensure the presentation is relevant to the prospect and
their needs.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
5. Handling Objections
At this point in the personal sales process, after the presentation,
a prospect will likely have questions and objections. It’s the job of
your sales team to correct any misconceptions, handle any
objections, and answer any questions — without seeming pushy
 or losing the trust of the prospect.
The purpose of this stage isn’t to change a prospect’s mind or
force them to buy; it’s simply to learn more about how to best
help the prospect reach a solution. If your prospect doesn't reach
out with any questions, encourage your team to follow-up to see
how they can help.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

6. Closing
After any objections and barriers to the sale have been removed,
your team should try to finalize the sale — otherwise known as
“closing” the deal. This stage refers to settling any negotiations,
payments, invoices, contracts, or paperwork that wraps up the
deak.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
7. Follow-Up
The final stage of the personal selling process is the follow-up,
which is when your sales team contacts the customer after a sale
to ensure they're delighted and have had or are working through
your effective onboarding.
This stage is important because it allows your sales team to
maintain customer relationships that hopefully renew or
upgrade. It also provides a direct connection to your customer
service team if a customer isn’t happy — and 
happy customers become brand advocates.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
Personal Selling Strategies

Be natural and personable.

Remember your buyer personas.
Ask the customer plenty of questions.
Focus on end benefits, not product features.
Personally address any customer concerns.
Ask for the sale.
Follow-up after a purchase.
Consider an email tracking software.

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA
1. Be natural and personable.
The first thing your sales reps are selling is themselves. If a
prospect doesn’t like a rep, they likely won’t trust anything they
say. Encourage your team to show empathy and share success
stories of current customers to help with this.
2. Remember your buyer personas.
As your team prospects and qualifies leads, ensure they
remember your organization’s buyer personas (or target
audience). If your company typically targets customers with a
certain budget or team size, don’t waste time working with leads
outside of those specifications.
Salespeople often make the mistake of trying to sell to anyone
B Y P R Oand
F. V I Veveryone; by
E K V I N AYA K R A Ofocusing
WA N K H E D on
E good-fit leads, they’re much more
 Department of MBA
Content From:
https://blog.hubspot.com/sales/personal-selling
For Reference:

From Candidates View Point:

B Y P R O F. V I V E K V I N AYA K R A O WA N K H E D E
 Department of MBA

THANK YOU
Presented By:
Prof. Vivek Vinayakrao Wankhede
Assistant Professor in Dept. Of MBA
MBA(Marketing + HR), MA (Psychology-p), BE(Bio-Medical), B.Ed