What are the most important steps involved in selling process?

The ‘sales’ or ‘selling’ process refers to a sequential series of action taken by the salesman &at lead to a prospect taking a desired action and terminates with a following to ensure purchase and post-purchase satisfaction. In other words, sales process is the series of logical steps taken by salesman to increase the chances of making successful sales.

The Steps in Selling Process:

1. Pre-sale preparations:

Understanding the consumer is the starting point of successful selling. It is because sales is born and trained to serve better the customers. That is, he is expected to identify the fundamental and collateral problems of consumers, solve these problems to their fullest satisfaction. That he is to diagnose these problems and provide remedies in solving these problems. It is possible to do so only when he is very familiar with the products, the market conditions, the organization and the techniques and tools of effective selling. Of all, the buying motives and the buying behaviour of the prospects for for whom he is targeting to sell his products are the most important. To be able to compete with the others in the similar and closely related line, he is expected to have up to date knowledge about competition – its nature and extent. In other words, he must know much more about competitions-their plans, products all their dimensions such as price, quality, variety, discounts, after sale services and so on. In < shell, he should know the competitive selling strategies of competition. To scene up presale preparation speaks of through knowledge of products, customers, competitions company and himself.

2. Prospecting:

A ‘prospect’ is a person natural or artificial individual or an institutions who is in need of goods and services and has the purchasing power the ability to pay and willingness to pay. Put in other words, a prospect is a potential buyer or a likely customer who brings prospects to the salesman and selling house.

Definitely, prospect is not a ‘suspect’. The word prospecting has stemmed up form ‘prospect’ which represents a method of searching or finding out the li customers. Prospecting can be made through the present customers other salesmen, telephone directions or direct calling on the likely prospects. This prospecting is not only deals with locating the possible prospects; it needs further processing. That is, the whole lot can not be take customers. They are to be reduced in number based on their nature of needs, ability to willingness to buy and above all authority to buy. It is worth emphasizing here that there is need for prospecting in case of retail salesmen as customers themselves come to him.

3. Pre-approach:

A prospect is to be approached because the main aim of searching and locating a prospect is to convert him into a customer. However, the very objective of counting a prospect in customer will remain a dream if it is not done with done considerations giving weight age to the facts about the prospect. That is, there is need for the preliminary approach to the buyer. Which is better know was ‘pre-approach’. Pre-approach means a salesman manages to know through which some basic information regarding his habits, likes and dislikes, tastes ‘financial status’ social standing relations with others that is his temperament. Pre-approach helps salesman to know the exact nature of the prospect his buying motives and, hence, he can keep ready selling points or plan of talk. That is, he can prepare himself for sales presentation or interview with the prospect. It is a kind of home work or punch bag practice before entering to the battle field. What is more important is pre-approach builds his confidence so much that he can win over the confidence of a prospected his heart.

4. Approach:

Some experts do see this ‘approach as only a second part of approach. Hence, they not speak of pre-approach and approach but just approach. However, here it is takes as extension of pre-approach without which approach stage will be include. ‘Approach’ stands actual meeting of the prospect by the salesman. It is a face to face coming together and direct exchange of talks or interaction. Approach consists of two major chunks namely getting appoint to meet and having first personal face to face contact. Getting an appointment interview is not that easy for a traveling salesman because, it is not just possible to meet persons in question at any time. The prospect is not at the disposal of the salesman. He has have prior plan to have plan of the possibility of meeting him in terms of his convenience time availability other appointments as prospects are supposed to be busy. An abrupt attempt foils and spoils the whole thing. Getting interview or appoint in can be possible in number of ways the possibilities are telephone and confirmation; through his customer through his business visiting card. However, getting appointment is most important. At first contact he can speak about his company, products special features of products to attract prospects attention a convert the same into interest.

5. Presentation and Demonstration:

As soon as the salesman finds his potential customers or prospects he has a calculation of matching his products specifications with those of prospects specifications. Thus he wants bring to the notice of the prospect which is done by presenting the flow of sales talk in most able way and soothing manner to the potential customer. He uses the psychological process of A-I-D-C-A. Here, securing the attention is the first step attention; is attracted through proper approach. Gaining interest is the seemed step ; because alternatives devices to create and intensify interest in the product. This is supported or buttressed by showing of samples or products. He use visual aids to demonstrate the salesman. A good demonstration is one which meets at least four objectives namely 1. It is complete covering every point that has impact on prospect. 2. It is clear – gives no room for any understanding. 3. It kills competitors products and 4. It wins the confidence and heart of prospect.

In other words, demonstration is to do with proof or proving in what way salesman’s product is superior to those of competition; in what way the prospect should believe that his products are superior and why ? Demonstration is capable of proving the worth of the product superiority the benefits derived his doubts and suspicion are easily wiped off. Demonstration be possible and profitable through graphs and charts, photographs, pictures and ads, models samples, films and slides, testimonials and the actual use of the product.

6. Overcoming the Objections:

The salesman should not take it for granted after presentation, his way is clear and that he has got commitment for purchase from the respective prospect. It is a rare case. In majority of cases the prospect avoids to commit by raining one objection or the other may be genuine mere excuses. An objection is the expression of disapproval of an action taken by the salesman, to is, objections are the feelings of dissent an averse reason for refusal or argument is the process of selling.

A salesman faces at any stage of selling objection or selling objections of one kind or its other. Objections are the weapons to justify not buying. If objections are not cleared to the heart’s content of a prospect sale will not take place. These objections may be relating to price, need, product, service, company, time, salesman, and others. A wise salesman coolly listens and welcomes all sorts of objections because it helps him in understanding the mind of prospect. He should remember that a prospect who raises objections is easier to satisfy than a prospect -ho does not have any interest is the goods. He should welcome every objection interpret each rejection perfectly and should attempt to remove them tactfully without offending the customer.

7. The Close:

The ‘close’ is the act of actually getting the prospects assent to his proposal. Close is the result of various efforts made by the salesman and hence, is the climax of the whole sales process. It is very significant for a successful sales to be cool, keen and alter to seek md catch the right moment at which close should take place. This moment of time is critical and, hence, it is called an ‘psychological’ or ‘reactions’ moment for it is that point of time where two minds meet and translation strikes. When he concludes or closes successfully, the salesman is not to forget the prospect; instead he is expended express his gratitude for the encouragement and patronage exit ended by the prospect. He should also show his interest is the areas of general interest of a salesman. In case, the close does not take place that is the salesman does not get assent to his proposal, still he should be something as if nothing is lost; he should never lose heart and get frustrated. In steady he should take this failure as the pillar for the future success. Whether or not,the salesman gets the order, he should depart with a happy note with good shake hand saying to meet next time. All his actions both facial and other physical should be natural and not artificial.

8. The Follow up:

Follow up or after sale service is in imperative. In any selling effort providing after-sale-service to customers is a part of his game of selling. Extension of follow-up or extending after sale services is a very strong measure of building goodwill and getting along term partnership between salesman’s form and the prospect. If he forgets the customer after a sale or deal, it is a blunder because, every sale is the starting point of lasting relationship. Customer shows more interest in the firm, firms products and sales people. If he is happy with post sale relations. It is the satisfied customer who creates new army of customers for the firm free of cost. He recommends the sales house, products and salesman to his friends and relatives resulting is longer lasting loyal and customer class of customer. A satisfied customer is your best advertisement.