Pesonal Selling

7/24/2019 Pesonal Selling

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1. Prospecting:

Searching for prospects is prospecting. Here, prospect is a person

or an institution who is likely to be benefited by the product the

salesman wants to sell and can afford to buy it.

Prospecting is the work of collecting the names and addresses or

persons who are likely to buy the firms products and services.

Provide encompasses even the discovery of special needs and

multiplying the sales with existing clientele.

While collecting the details, suspects must be separated from

prospects to avoid or reduce waste of time, treasure and talent.

!here are definite methods of prospecting.

The most popular ones are:

". #ndless chain method,

$. %entre of influence method,

&. Personal observation method,

'. Spotters method,

(. %old)canvas method*

+. irect mail and

-. !elephone method.

2. Pre-approach:


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Pre)approach is to get more detailed facts about a specific

individual to have effective sales appeals on him or her. t is a

record round effort to get details regarding the prospect such as hisability, need, authority, accessibility to buy* it is a closer look of

prospects, likes and dislikes, tastes, habits, financial status, social

esteem, material status, family background and the like.

!he ob/ectives of pre)approach are to providing additional 0ualifying

information* to design an effective approach strategy* to better theplanning information* to avoid serious errors and to build)up

confidence.

!he sources of information are his fellow salesmen, customers,

local newspapers, special investigators, sales office, directories,

observation and the prospect.

3. Approach:

1pproach means the meeting of the prospect in person by the

salesman where he makes face to face contact with prospects to

understand them better. 1pproach is such a delicate and critical

stage of the sales process that the sales are either won or lost.

1pproach is stepping stone for sales presentation. t 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.

Success follows the salesman who possesses courage, courtesy

and confidence. !he ob/ectives of approach are2 !o help the


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salesman to make a favourable impression* to amplify the detailed

information obtained by the salesman at pre)approach level* to

convert the favourable attention of the prospect easily and smoothlyinto the sales proposition.

4. Presentation and demonstration:

Presentation implies an array and decoration of articles in the shop.

t is the heart of selling process. #ffective presentation has the

capacity to convince the customer of his sales proposition. t

creates and holds the interest of customers towards the products. t

would be wrong to assume that all those who enter the shop do buy

the products.

3ormally, most of the prospects visit the shop to see prior to their

decision to buy. !his casual visit can be a commitment visit

provided products are displayed, presented and demonstrated by

the salesmen in an appealing manner. emonstration is a part of

presentation because, more description is not enough.

emonstration is the crucial task of providing the proofs and

providing the statements about 0uality, utility, performance and

service of a product by evidences of experiment, operation or a test.

!he significance of demonstration lies in reducing the sales talk,

facilitating the comparison, appealing to senses, fortifying the sales

talks and convincing the fastidious customers. Here, 1)))1

approach works wonders.


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5. Overcoming objections:

4or a creative and persuasive salesman, the process of selling

really starts when the prospect raises ob/ections. n absence of

sales resistance the salesman is merely an order booking clerk. 4or

every action of salesman there is prospects pro)action or reaction

that is, approval or disapproval.

#ach salesman should understand the reasons as to why prospects

raise ob/ections because* each ob/ection has its roots in the buying

decision. 1n ob/ection is the expression of disapproval of an action

taken by salesman* it is an adverse reason or an argument

indicating clearly that the prospect is not yet ready to buy.

!hese ob/ections may be genuine or mere excuses. 5vercoming

ob/ections is really a delicate stage that makes or mars the

unbroken chain of selling process.

6eing a very crucial aspect, the experts have a set procedure for

overcoming the ob/ections namely, listen to the prospect cushion

the /olt anticipate the ob/ections and prevent their occurrence. t is

the creative task of bringing the customer to the sales track once

again.

6. Cosing:

1ll the earlier stages of sales talk namely, prospecting, pre)

approach* approach, presentation and handling the ob/ections have

been designed to induce the prospect to make decision to buy so

that a sale can be concluded.


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!he success in earlier stages will lead to the last stage of closing

the sale and clinch the deal. Here, close means the act of actually

getting the prospects assent to the sales proposal or he gets anorder.

The underlying point of closing sale is to persuade theprospect to act right now than postponing or delaying the

action. It is here that th

What is Sales Prospecting?The definition of sales prospecting is the process of reaching out to potential customers in

hopes of finding new business. Prospecting is often the first part of the sales process that

comes before follow-up communication, lead qualification and sales activity. Prior to

prospecting, sales organizations often purchase lists of raw sales leads. Other times

prospectors build lists of leads themselves by researching target accounts or utilizing

solutions that provide contact data. Once the lead list is assembled, reps begin contacting the

leads via phone calls or email.

Its becoming more common for businesses to have a team of dedicated prospectors !often

"nown as sales development reps or #$%s&. These reps only handle prospecting for new

business while actual sales activity is handled by account e'ecutives.

Prospecting Tactics

(hile sales prospecting is routinely associated with cold calling, in actuality theres a diverse

range of prospecting tactics that inside sales reps use in order to grow pipeline. Then reps

often reach out to prospects. )old calling is still widely practiced. *owever, sales

development reps frequently use emails to initiate contact with new leads. %eps also

frequently reach out to leads multiple times in order to initiate contact. The best sales

development reps are following up with leads multiple times as it often ta"es more than +

contact attempts to initiate a conversation with a prospect.

Prospecting Tools

Increasingly, some of the most successful sales organizations are investing in tools that can

not only improve prospectors productivity and performance, but also give managers superior

insight into the outcomes of prospecting activities. (hen list building, reps sometimes use

tools that can help them collect actionable data about prospective accounts. Then, reps can


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utilize a series of tools to boost productivity and help them connect with more prospects.

#ome of these tools may include ocal Presence dialers, voicemail automation tools, email

templates, clic"-to-call and prospecting metrics dashboards.

Interested in learning more about sales prospecting (atch Power Prospecting on demand

and see which prospecting techniques top e'perts are using to add high quality leads and

opportunities to their pipeline

!hough it sounds very easy, it is the most difficult task. t is the

positive attitude and self)confidence that plays a decisive role in

converting wish into desire and desire into demand. 1 poor closer is

a poor salesman and salesman who cannot close well will have to

close the line.

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Pesonal Selling