Start studying Six-Step Selling Process. It shows you where the buyer is on the buying cycle so that you can match the selling process accordingly. Although the company may provide leads, sales representativesneed skills in developing their own leads. Personal selling is any form of ---- contact between a ----- and a -----. The main reason people don’t like selling is the fear of rejection. For a creative and persuasive salesman, the process of selling really starts when the prospect raises objections. As a salesperson, you must explore the impact or consequences of the buyer not taking any action. 6. They are looking for a provider who will help them achieve their target goals. Copyright 10. The funny thing about rejection, is that when you learn to become more accomplished as a salesperson, you begin to experience rejection less and less and begin to handle it with logic instead of emotion. 2. Demonstration is the crucial task of providing the proofs and providing the statements about quality, utility, performance and service of a product by evidences of experiment, operation or a test. You must meet the buyer where they are on the buying cycle. … When you follow a simple buying and selling process like the Bi-Sell-Cycle™, it keeps you on track to successfully conclude the sale. Prohibited Content 3. They know what their target goals is and are ready to buy. But, adding these best practices to your sales process will ensure the healthy growth of your team, and company, by making sure you are solving the right problem for the right people. 4. For every action of salesman there is prospect’s pro-action or reaction that is, approval or disapproval. When the wheels of the Bi-Sell-Cycle™ turn together, you are more likely to achieve a successful outcome. Pre-approach:. As you become more experienced and understand how people buy and follow a sales process, you will then start to experience more successes than rejection. These objections may be genuine or mere excuses. The presentation should be clear and understandable by the customer. They then have a target goal in mind, which is to take away the problem or realize the opportunity. You do this through effective questioning techniques. Don’t be fooled when a buyer comes to you and tells you what they want. Engaging in speaking and writing of activities that will draw attention. While different salespeople and different products may necessitate a more detailed or uniquely tailored process, the five-step sales process … Now you can sell the option that best suits the buyer’s needs and helps them achieve their target goal. A Five Stage Personal Selling Process.Stage One - Prospecting.Prospecting is all about finding prospects, or potential new customers. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. Prospecting:. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. But it seems the same 7 step selling process, originally developed some one hundred years ago, still applies today regardless of the product or service being sold! You hate being rejected! This is where so many salespeople get it wrong. Approach means the meeting of the prospect in person by the salesman where he makes face to face contact with prospects to understand them better. The 5-Step Selling Model is fairly standard in big-ticket retail. Leads can be developed in the following ways: 1. Presentation. 1. They pitch their products and services too early in the process. As a salesperson you have to find the buyer’s need, explore the impact if they don’t take action and assess … A sales process is like having a map. There are definite methods of prospecting. Here are the six steps that make up the selling cycle: Prospect for your next potential client or customer. Solution for Describe the six steps of the personal-selling process. Communication skills make up the bicycle frame without which the sales process will collapse. If the wheels don’t turn together, that’s when you are more likely to end up with a flat tire which is known as a sales objection. Preparation involves preparing for the initial contact with a potential customer. In other words, they either want to take away the problem or realize the opportunity. Your email address will not be published. I don’t blame you, rejection is a horrible feeling. What has changed While the sales process is adaptive depending on the situation, the simple but logical framework of seven steps … Asking current customers for the names of prospects. Communication skills are what hold both wheels together and provide the framework of driving the buying and selling processes. She/he should explain the features of the product and how it will fulfill the needs. The selling cycle is a mirror of the buying cycle. 2. It is because of this delicacy that sales are likened to a chain where break of one link will break it into useless lump of hooks. The first step in the process involves prospecting. ... Six-Step Marketing Research Process - Duration: 10:25. Prospecting is finding and qualifying potential customers. direct, salesperson and a customer. The six step sales process will help you overcome the fear of selling. Image Guidelines 5. Miss any of these steps, it significantly reduces your chances of closing the sale. Disclaimer 9. Once they understand that, then they are motivated to avoid the pain of allowing the problem to persist or miss out on the rewards if they let an opportunity slip by them. The buyer is not ready to buy. 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