The salesperson should have as much information as possible about the candidate being pitched to. A salesman’s product must be relevant to his prospect. The resistance of the customers may either be psychological or logical. Try to build a more personal relationship with the client by finding common ground for discussion other than the product or transaction. Every salesperson should prepare a customized elevator pitch to quickly entice the customer to view the product offered as the solution to his needs. Prospecting- the first step in the personal selling process. Now we have a more complete definition of a solution; It’s a mutually shared answer to a recognized problem, and the answer provides measurable improvement. Customers may have gotten into the habit of raising objections, have a desire for more information, or have no need for the product or service. The approach is the next step in the process and it is also one of the most important. Personal selling is a part of promotional- mix and it is an art of person-to-person communication for persuading prospects or consumers in the sales process. Difficulty of getting right kind of salesmen: Though, theoretically certain guidelines are prescribed for getting right kind of salesmen from the potential candidates, it is really very difficult to get suitable salesmen from company’s point of view. It is reserved for more artful means of persuasion, which some compare with conning. During this stage of the process, the sales representative makes a presentation. The overall goals are to find, attract, and win new clients, service and retain those the company already has, entice former clients to return, and reduce the costs of marketing and client service. That’s why most of the time, salespersons end up failing without a deal because they weren’t able to deliver the best of it or it is  because they didn’t believe in the fact that if the deal is made the prospect will surely enjoy the features and advantages of the product. In this guide, you’ll learn exactly how to sell high ticket consulting services, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Learning, implementing and following a sales process is one of the most important things you can learn in sales. Outline “closing the sale” importance, characteristics and types, Closing is a sales term which refers to the process of making a sale. Prospecting can generally be two fold – inbound and outbound. Metrics monitored include clicks, responses, leads, deals, and revenue. There are certain limitations which one should take into account before giving the conclusion as to its real worth. Personal selling is face-to-face selling in which a seller attempts to persuade a buyer to make a purchase. A salesperson can successfully close the sale by studying the body language and the statements made by the buyers. This is because the person-to-person approach allows for detailed explanation of products and any individual questions or concerns the customer has can be immediately addressed. Personal Selling and Salesmanship: As per Prof. Kotler, personal selling is a broader concept and involve oral presentation in a conversation with one or more prospective buyers for the purpose of making sales. Repeat back the objection, and ask them to expand. The combination of personally writing the list and the psychological element of comparing feelings vs. thoughts will often help the prospect see the true value in owning the product. Once you’ve handled all their areas of concern, simply ask if they’d like you to help them achieve what they intend to have solved and have them sign any agreements you may have in place. The first part of any sales conversation, and next step on our personal selling process is building rapport with your potential clients. Follow-up and maintenance: Immediately after closing the sale, the salesperson should take some follow up measures. ”, Direct close: simply ask for the order – Examples of this technique include: “Do I have your authority to proceed with this order? ” / “Would you like the standard or the enhanced package? Being in direct contact with the consumers, he has the advantage of collecting and transmitting the relevant market information affecting his company. During this stage the sales person takes a few minutes for “small talk" and get to know the potential customer. The deep diving sales conversation you will have with your potential client, is called the frame. Second, there may be some products in a salesperson’s product range that match up better to one industry or market segment than another. The first visual and audible impression upon a market or client can appeal to any of the five senses to initiate chemistry between the buyer and the seller. Personal selling often occurs face-to-face, however it can also take place through telephone conversations, online video conferencing or online text communication. But just like every other tool, its effectiveness is also dependent upon its step by step implementation, otherwise, it is also possible that all of your investment that you made to make this technique work will go to waste. The best way to cope is by anticipating the objections and providing thorough answers. it is very likely that the customer is dead or has transferred somewhere else. By asking the right questions – you’ll be able to help guide your potential client toward the sale and help them sell themselves on the need for a solution. If the customer is happy, the sales rep can also try to obtain additional referrals from the customer. First impressions are vital to making a successful sales call. The most important part of our personal selling process, as well as your overall ability to close more sales, – is the art of asking the right questions – and then diving deeper when you actively listen to their responses. Other techniques to get a foot in the door include leveraging common contacts or referrals and simply building a relationship through conversation with the gatekeepers to get information on the best way to approach the purchase decision-maker. Showing genuine but tempered enthusiasm about the product, making eye contact, and actively listening to whomever you come in contact with are just a few suggestions that will create a good impression. By leveraging the established relationships a salesperson has with these contacts, he will find it easier than cold calling to get the inside track on a new customer. Personal selling is the most expensive means of promotion out there but one of the most successful ones too. Check out the linked articles below to find out how. This list is generated by various means like examining data sources e.g. Enjoy self-confidence, which generally increases with the amount of planning done by the salesperson. The follow-up contributes to the customer’s perception of value purchased. ” / “Would you sign this order form please? A regular follow up is an integral part of customer service and will ensure the customer feels he is still cared for and might make him receptive to purchases down the road.

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