PERSONAL SELLING PROCESS

SALES PITCH TIPS

https://www.youtube.com/watch?v=H7Tj-flSd7o
PERSONAL SELLING TRENDS
● Customer Information Sharing
● Reliance on Mobile Technology
● Use of Social Media
● Electronic Sales Presentations
● Electronic Sales Training
● Controlled Word-of-Mouth Promotion
● Use of Customer Sales Teams

https://www.knowthis.com/personal-selling/trends-in-selling/
Reading Material

https://youtu.be/eRbEg5HosBo

https://youtu.be/i6O98o2FRHw

https://youtu.be/i6O98o2FRHwI
Personal vs Virtual selling
https://brandequity.economictimes.indiatimes.com/news/digital/is-personal-selling-dead-the-rise-of-virtua
l-selling/80417593

https://blog.close.com/show-up-follow-up/
Steps_in_sales_process.jpg (971×542) (wikimedia.org)
Importance of Sales Prospecting
 Create the desire to buy a product and obtain qualified appointments;
 Reduce losses and increase sales;
 Avoid losing customers and stand out.

Various means of Sales Prospecting:: telephone campaign, mailing, direct approach during event Organizing tasting tests or
free trials are also some of the most effective means.

https://kaspr.io/the-importance-of-prospecting-in-personal-selling/
SALES PROSPECTING TECHNIQUES
Make warm calls.
Become a thought-leader.
Be a trusted resource.
Reference a script.
Don’t sell.
Follow up.
Use video.
Block of time for prospecting.
Spend time on social media.
Host a webinar.
Ask for referrals.
Network at events.
Answer questions on Q&A forums.
Get involved in Twitter chats.
https://blog.hubspot.com/sales/effective-sales-prospecting-techniques-you-should-be-using
SALES PROSPECTING - TRENDING TIPS
Create an ideal prospect profile
Identify ways to meet your ideal prospects
Actively work on your call lists
Send personalized emails
Ask for referrals
Become a know-it-all
Build your social media presence
Build your social media presence
Demonstrate your sales skills in video format
Follow up, follow up, follow up
https://www.superoffice.com/blog/prospecting/
OUTBOUND PROSPECTING

https://superhumanprospecting.com/tips-to-scale-your-outbound-prospecting/

INBOUND PROSPECTING

https://www.businessgrowth.marketing/206-how-to-approach-an-inbound-lead-vs-an-outbound-cold-prospe
ct-ethan-parker
STEPS IN QUALIFYING LEADS
STEP 1:Research,qualify and
prioritise your leads
https://blog.close.com/qualify/
Research and qualify your leads
Qualification questions:
●How well does this lead match your ideal customer profile?
●Are they in one of the key geographic areas you service?
●What’s the size of their organization? (Revenue, # of customers, # of employees)
●What’s the size of the relevant department you’re selling to?
●Are they in an industry that’s a good fit for using your product or service?
●Are they currently using a competitor product? If so, which one?
●Have they already expressed an interest in buying your product?
●Does their use case align with the way your product should be used?
●How long have they been in business?
●What would automatically make them a bad fit for your product?
Prioritize your leads
Analysing data from past leads:

● Which qualities of your customers contributed most to them purchasing?

● Which of these characterizations do your customers share in common?
● What do your leads that rarely convert share in common with each other?

You’ll also want to incorporate a lead’s implicit behavior through their activities like:
● Viewing the pricing page on your website
● Downloading a particular eBook from your blog
● Opening or clicking on a sales emails (and the number of opens or clicks)
https://blog.hubspot.com/sales/prospecting
STEP 2:Identify key decision maker
Tools to track prospect’s email addresses
Tools to track prospect’s email addresses
https://www.reachhub.com/
STEP 3:Reach out and
schedule a meeting

https://blog.close.com/maybe/
STEP 4:Educate and qualify your prospect’s needs
Don’t close bad-fit sales prospects. It’s negative for customers and your business.

How well does the sales prospect match your ideal customer profile

What are this prospect's specific needs?

How does your prospect’s organization make decisions

Who are you competing against for the sale? Which other vendors have they worked with in the past? Are
they evaluating your solution vs. building their own solution right now? What are the criteria they’ll base
their purchasing decision on?
STEP 5:Address objections and close the sale
READING MATERIAL
https://blog.close.com/sales-prospecting/

https://blog.hubspot.com/sales/16-sales-qualification-questions-to-identify-prospects-worth-pursuing

https://www.youtube.com/watch?v=lZz_Vowz9Nc

https://danlok.com/how-to-qualify-a-prospect-in-2020/

https://youtu.be/qVL2gAceY-M
 PRE-APPROACH
https://www.youtube.com/watch?v=IY1ObVnOlzg
https://saylordotorg.github.io/text_the-power-of-selling/s11-the-preapproach-th
STRATEGIC CUSTOMER SALES PLANNING
Determine sales call objectives

Develop/Review customer profile

Develop customer benefits

Develop sales presentation

SALES PRESENTATION STRUCTURES
Mentoring(Structured)

Formula selling(Semi-structured)

Need-satisfaction(Unstructured)

Problem-Solution selling(Customised)
READING MATERIAL
https://commercestudyguide.com/preapproach-step-in-personal-selling-process/

https://courses.lumenlearning.com/cerritos-sales-1/chapter/chapter-8-the-preapproach-the-power-of-prep
aration/
 THE APPROACH PROCESS
https://youtu.be/ZMK0NKVnJL0
Approach a customer

First Impressions Make All the Difference

Six C’S of selling:

●Confidence

●Credibility

●Contact

●Communication

●Customization

●Collaboration

●MOT’s
READING MATERIAL
https://www.youtube.com/watch?v=eO1pOmjigNE

https://www.contentglory.com/en/blog/its-the-moment-of-truth-what-are-mots-and-how-you-can-win-the
m

https://digitalhumans.com/blog/want-to-impress-your-customers-find-their-moment-of-truth/
HANDLING THE OBJECTIONS

Having situational awareness

Extensive background information
Empathy

LAER model involves four steps — Listen, Acknowledge, Explore, and

Respond.
TYPES OF OBJECTIONS

Lack of Budget
Lack of Trust
Lack of Need
Lack of Urgency
HOW TO OVERCOME SALES OBJECTIONS

Practice active listening.

Repeat back what you hear.
Validate your prospect’s concerns.
Ask follow-up questions.
Leverage social proof.
Set a specific date and time to follow-up.
Anticipate sales objections.
HANDLING SALES OBJECTIONS
https://blog.hubspot.com/sales/handling-common-sales-objections
HOW TO CLOSE A SALE

Now or Never Closes

Summary Closes
Sharp Angle Closes
Question Closes
Assumptive Closes
Takeaway Closes
Soft Closes
https://youtu.be/SJU7ZIaHuFU