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By: Ankit Mehta Sneha Jadhav Vikram Choudhary Sumanth Jain Devika Rani

The Selling Process

The Selling Process is defined as a process by which sales person identifies and locates the prospects, separates the prospects from the subject, approaches them and makes a sales presentation, handles their objections, and close a sale.

Stages in Selling Process

Pre-Sale Preparation Prospecting

Pre-Approach Before the Interview

Approach to Customers

Follow Up Action

Closing the Sale

Handling Customer Objections

Sales Presentation

Pre-Sales Preparation
Helps a salesperson to present a much credible picture to the customer. Develop customer-oriented attitude. Aware about the credit policy of the organization.


Identifying potential buyers who have the need for the products/service offered by the company. Salespersons identify three sets of customer in prospecting stage. Lead = need & desire to purchase but no ability purchasing power. Prospect = have demand & can get sub benefit from buying. Qualified = need + ability to buy but needs further persuasion about product delivery.

Process of Prospecting
Who is the prospect? Identify & define the prospects Where can we locate them? Search for source of potential Accounts. Distinguish suspect & Prospect. Qualify the prospects from the suspects.

Methods of Prospecting
Cold Canvassing/ Cold Calls. Prospect pool. Centre of influence. Direct mail. Endless Chain Customer Referral.

Pre- Approach before selling

Salesperson must understand the personal needs of prospect to know the way the prospects think. He must study customers behavioral pattern by listening to him patiently, questioning him without offending and observing the non-verbal cues like body language and dcor of the prospects environment. Salespersons must always make FAB analysis of every prospect. Feature; Advantages and Benefit of the product to the prospect.

Major benefits of Pre-sale planning is grouped in four categories

1. 2. 3. 4.

Creating high level self confidence before meeting customer. Developing an atmosphere of goodwill & trust. Creating an image of professionalism. Setting high selling targets before making a call.

Approach to the Customer

Comes in contact with the potential customers and makes efforts to influence them for a favorable decision. Various approaches : benefit approach, focusing on consumer benefits, referral approach, focusing on a third partys recommendation, introductory approach, focusing on the selling company and the salesperson, focusing on the physical elements of the product.

Sales Presentation

This involves a persuasive vocal and visual explanation of a business proposition Developing an effective presentation by using certain guidelines- planning, use of technology, benefit plan, Prospects Language.

Handling Customer Objection

Objections normally pause the sales process. I am not yet ready for the real buying. Objections may take in form of : doubts, minor objections and major objections. Objections provide feedback for those points where the prospect does not agree with either the need or the stated benefit for that will meet these needs.

Methods of Handling Customer Objections

Superior feature method Yes but method Reverse English method Indirect denial method Pass out method Comparison method

Direct denial method Another angle method Narrative method Testimonial method Question or why method

Closing the sale

Methods of closing the sale: assumptive close negative close caution method implied content method special induced method direct order method choice narrowing method ownership suggestions method.

Follow up