A popular approach to understanding the stages of the selling process consists of the six steps diagrammed in Exhibit 2.8: (1) prospecting for customers, (2) opening the relationship, (3) qualifying the prospect, (4) presenting the sales message, … APPROACH greeting the customer face to face, Why? Personal selling is an effective way to promote and sell high priced and/or complex products. The main objectives of pre-approach are as follows: 1. I have long argued that ‘traditional’ selling differs from what I call ‘professional’ selling. It involves a multi-dimensional understanding of the many layers of the complex sales process. As pointed out earlier, pre-approach is the second step in the selling process. The Consultative Selling Framework. Solution selling is common in areas such as construction services, software and outsourcing sales. The GUEST approach to selling addresses each of these issues. That's because the way people buy has changed. https://www.steadysales.com/the-7-steps-of-the-sales-process Once contacted, the seller could exert influence over the buyer and the sale. Direct Sales Force 8. B) build credibility and establish rapport. Direct selling is the marketing and selling of products directly to consumers away from a fixed retail location. Selling Approach 5. First impressions are vital to making a successful sales call. Sales approach is the step by step proposition developed by a sales person or a company to make the process of selling more effective. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. Introduction to Business-to-Business Selling 2. The outcome of employing a consultative sales approach is greater satisfaction and stronger relationships between the buyer and seller. Selling Process Step # 2. essential to personal selling, much of a salesperson's work occurs before this meeting and continues after the sale itself. C) close the sale. The Consultative Selling Framework provides sellers with a consistent, repeatable process to … 1. The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems and prescribe a suitable solution. Selling is considered by many to be a sort of persuading "art". This was the approach we were taught. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Dramatically. A properly developed sales approach is what sometimes differentiates an amateur salesman from an experienced salesman. In the past, buyers had to approach the seller early in the sales process in order to research their purchase. it sets the mood for the other steps. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). Successful relationship selling is not just a list of activity items. Those of my clients in professional service firms (lawyers, accountants etc) can judge for themselves if this P&G approach is relevant to their market place. Selling is the process of matching customer ----- and ----- to the ---- and ----- of a product or service. Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesman relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way. Companies generate leads in the following ways: searching names by examining data sources such as newspapers, directories, CD-ROMs etc. Now you can start to see the problem with not leveraging your unique selling process. Paul's Natural Approach to the Selling Process This section describes how Paul would tend to approach the various stages of the selling process based on his natural style. The selling process is a set of activities undertaken to successfully obtain an order (i.e., customer agrees to purchase) and, in many cases, begin building a long-term customer-salesperson relationship. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Strategic Selling® expanded on the needs satisfaction approach of PSS, equipping sales teams with a proven methodology for managing complex sales processes. If we don’t, we risk confusing salespeople, getting zero adoption of either, and not getting the best results possible. Selling Structure 7. "We just don't have the money right now; come back and see us next year." If you work through each step instead of trying to close the sale, you will increase your closing ratio. Solution selling is when the salesperson focuses on the customer’s pain and addresses the issue with his offerings. Main Steps in the Personal Selling Process Pre-meeting Preparation D) learn about potential customers and their wants and needs. https://www.saleshacker.com/consultative-selling-techniques If we buy a sales methodology, we need to insist the vendor adapt their approach to our sales process -- not to their generic sales process.