Process

Five Stage Personal Selling Process.

Stage One - Prospecting.

Prospecting is all about finding prospects, or potential new customers. Prospects should be 'qualified,' which means that they needto be assessed to see if there is business potential, otherwise you could be wasting your time. In order to qualify your prospects, one needs to:
• Plan a sales approach focused upon the needs ofthe customer.
• Determine which products or services best meet their needs.
• In order to save time, rank the prospects and leave out those that are least likely to buy.
Stage Two - Making FirstContact.
This is the preparation that a salesperson goes through before they meet with the client, for example via e-mail, telephone or letter. Preparation will make a call more focused.
• Make surethat you are on time.
• Before meeting with the client, set some objectives for the sales call. What is the purpose of the call? What outcome is desirable before you leave?
• Make sure that you've donesome homework before meeting your prospect. This will show that you are committed in the eyes of your customer.
• To save time, send some information before you visit. This will wet the prospect'sappetite.

• Keep a set of samples at hand, and make sure that they are in very good condition.
• Within the first minute or two, state the purpose of your call so that time with the client ismaximised, and also to demonstrate to the client that your are not wasting his or her time.
• Humour is fine, but try to be sincere and friendly.
Stage Three - The Sales Call (or Sales Presentation).
Itis best to be enthusiastic about your product or service. If you are not excited about it, don't expect your prospect to be excited.
Focus on the real benefits of the product or service to thespecific needs of your client, rather than listing endless lists of features.
Try to be relaxed during the call, and put your client at ease.
Let the client do at least 80% of the talking. This will...