Podcast
Questions and Answers
exchange of commodity for money; action for selling something or a period which sells goods at reduced prices
exchange of commodity for money; action for selling something or a period which sells goods at reduced prices
Sales
a person whose job involves selling or
promoting commercial products, either in a
store or visiting locations to get orders.
a person whose job involves selling or promoting commercial products, either in a store or visiting locations to get orders.
Salesman
a skill or ability as someone or something
a skill or ability as someone or something
Ship
can be defined as the skill required to
convince people to buy or in persuading
people to do something.
can be defined as the skill required to convince people to buy or in persuading people to do something.
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the process of transferring your
enthusiasm for an idea, product or
service to a customer or potential
customer with a need to be satisfied.
the process of transferring your enthusiasm for an idea, product or service to a customer or potential customer with a need to be satisfied.
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defined as face-to-face selling in which
one person who is the salesman tries to
convince the customer in buying a
product
defined as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product
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Involves "salespeople"
who tend to do
prospecting, establishing rapport,
identifying needs, presenting solutions,
answering objections, closing the sale
and getting resales and referrals.
Involves "salespeople" who tend to do prospecting, establishing rapport, identifying needs, presenting solutions, answering objections, closing the sale and getting resales and referrals.
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a technique that prioritizes building a
connection with customers and potential
buyers to close sales. Rather than solely
using the price and other details to sell a
product or service, the salesperson focuses
on the interactions they have with their
customers.
a technique that prioritizes building a connection with customers and potential buyers to close sales. Rather than solely using the price and other details to sell a product or service, the salesperson focuses on the interactions they have with their customers.
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You can use personal insights like those
to start a friendly chat by asking
about them.
You can use personal insights like those to start a friendly chat by asking about them.
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Paraphrase your customers'
message back to them to show
you clearly hear and understand
what they are telling you.
Paraphrase your customers' message back to them to show you clearly hear and understand what they are telling you.
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You should be able to answer customer questions about how your product or service
compares to others in the industry, for
example, because that can boost your
sales pitch.
You should be able to answer customer questions about how your product or service compares to others in the industry, for example, because that can boost your sales pitch.
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If they mention a problem they have
been having, find some helpful
resources to email them.
If they mention a problem they have been having, find some helpful resources to email them.
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They will appreciate the fact that you
told them the truth rather than finding
it out for themselves later.
They will appreciate the fact that you told them the truth rather than finding it out for themselves later.
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Being genuine in your customer
interactions will go a long way in
building a connection with them—if you
are passionate about and believe in
your product, then this should be easy
for you.
Being genuine in your customer interactions will go a long way in building a connection with them—if you are passionate about and believe in your product, then this should be easy for you.
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To retain trust and loyalty with your
customers, you must follow through on
the commitments—both big and small—
that you make to them. Falling through
on those commitments could damage
your reputation and the relationship
between you and your customer.
To retain trust and loyalty with your customers, you must follow through on the commitments—both big and small— that you make to them. Falling through on those commitments could damage your reputation and the relationship between you and your customer.
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Being patient is especially important
when selling high-ticket items, as these
purchases usually require a lot of back-
and-forth decision-making and follow-
ups with the client. Remember that this
may be a big decision for your customer
and avoid rushing them or putting too
much pressure on them.
Being patient is especially important when selling high-ticket items, as these purchases usually require a lot of back- and-forth decision-making and follow- ups with the client. Remember that this may be a big decision for your customer and avoid rushing them or putting too much pressure on them.
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Relationship selling does not end after
the customer makes the purchase or
signs the contract—you should continue
to check in on them to maintain the
relationship.
Relationship selling does not end after the customer makes the purchase or signs the contract—you should continue to check in on them to maintain the relationship.
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Example of relationship selling for (equipment to another business)
Example of relationship selling for (equipment to another business)
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Example of relationship selling for (hair care to consumer)
Example of relationship selling for (hair care to consumer)
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"Everyone lives by
selling something"
"Everyone lives by selling something"
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The aim of a salesperson is to generate the
attention of the prospect before giving
further details of the product. First few
minutes are very important for getting the
attention of the prospects.
The aim of a salesperson is to generate the attention of the prospect before giving further details of the product. First few minutes are very important for getting the attention of the prospects.
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The best way to handle these objections by thesalesperson is to discuss all the objections beforehand while giving the presentation and
give the solutions for the same, as well. If the
prospect does not get satisfied, he will not buythe product.
The best way to handle these objections by thesalesperson is to discuss all the objections beforehand while giving the presentation and give the solutions for the same, as well. If the prospect does not get satisfied, he will not buythe product.
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For this, the salesperson needs to take care of
the following things: Create the first impression by a proper and
suitable dress up.
Always start with a smile.
Be honest and professional.
Do not let pressure spoil the situation.
For this, the salesperson needs to take care of the following things: Create the first impression by a proper and suitable dress up. Always start with a smile. Be honest and professional. Do not let pressure spoil the situation.
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The salesperson can achieve this either by convincing the prospect with
his talk or by handling a sample to the
prospect, so that the prospect can use and
feel the product in reality.
The salesperson can achieve this either by convincing the prospect with his talk or by handling a sample to the prospect, so that the prospect can use and feel the product in reality.
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The salesman needs to be very careful while
discussing the answers to the objections. He
should provide the answers by understanding
the needs of the prospects and it would be
imperative if the talks are conversed in the
language of the prospect.
The salesman needs to be very careful while discussing the answers to the objections. He should provide the answers by understanding the needs of the prospects and it would be imperative if the talks are conversed in the language of the prospect.
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After placing the order, a salesperson aims for
building customer satisfaction. It is natural on
the part of the prospect to think whether he
has taken a right decision by placing the order.
After placing the order, a salesperson aims for building customer satisfaction. It is natural on the part of the prospect to think whether he has taken a right decision by placing the order.
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After elaborating all the three stages, the
salesperson should induce the prospect to
place the order. The action of buying the
product is not usual and therefore should be
induced. Here, while doing so, the role of the
salesperson is very important as well as
critical. The salesman needs to sense when the
prospect is ready to place the order.
After elaborating all the three stages, the salesperson should induce the prospect to place the order. The action of buying the product is not usual and therefore should be induced. Here, while doing so, the role of the salesperson is very important as well as critical. The salesman needs to sense when the prospect is ready to place the order.
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Leads/Connections/References
Time
Qualifications
Leads/Connections/References Time Qualifications
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Prospects are qualified on the basis of some important factors –
their employment, marital status, number of
dependents, and the products they use.
Prospects are qualified on the basis of some important factors – their employment, marital status, number of dependents, and the products they use.
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There should also be some attempt to choose
between several methods of approach – written
communication, a telephone call, or a personal
visit. The sales strategy is decided as a part of what
There should also be some attempt to choose between several methods of approach – written communication, a telephone call, or a personal visit. The sales strategy is decided as a part of what
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When the salesman comes in actual contact with
the prospect, the next stage is reached.
The face-to-face contact with the prospect is
termed an...
When the salesman comes in actual contact with the prospect, the next stage is reached. The face-to-face contact with the prospect is termed an...
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The crucial task of selling is communicating the product story to the buyer. A typical sales
presentation follows the AIDA approach – attract the attention of the buyer, create an interest in the product, so that the buyer desires to possess the product, which ultimately results in buying action
The crucial task of selling is communicating the product story to the buyer. A typical sales presentation follows the AIDA approach – attract the attention of the buyer, create an interest in the product, so that the buyer desires to possess the product, which ultimately results in buying action
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It involves the use of different methods for seeking access to the prospect so that the product or service may be presented to him. Face-to-face conversation, know how to greet the prospect, cordial start, follow-up conversation.
It involves the use of different methods for seeking access to the prospect so that the product or service may be presented to him. Face-to-face conversation, know how to greet the prospect, cordial start, follow-up conversation.
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Objections are welcome because they indicate the buying intention of the prospect and give him what is clue to the close of the sale. An objection is just a statement.
Objections are welcome because they indicate the buying intention of the prospect and give him what is clue to the close of the sale. An objection is just a statement.
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objections can be preference for
established and reputed brands, or logical, say, for example, the poor performance of the product supplied in the past.
objections can be preference for established and reputed brands, or logical, say, for example, the poor performance of the product supplied in the past.
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a type of defensive behavior. Before making commitment, the prospect wants an assurance that he is taking a right decision.
a type of defensive behavior. Before making commitment, the prospect wants an assurance that he is taking a right decision.
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This is the most important step in the selling
process. this results into an order. it is a climax of the whole
game of selling. Several salesmen falter in this
This is the most important step in the selling process. this results into an order. it is a climax of the whole game of selling. Several salesmen falter in this
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We have to strike the iron while it is hot.
A salesman must have his closing material ready at all times and at all places.
We have to strike the iron while it is hot. A salesman must have his closing material ready at all times and at all places.
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post-sale activities
lay the foundation of future business and
contribute a great deal to the goodwill of the firm.
post-sale activities lay the foundation of future business and contribute a great deal to the goodwill of the firm.
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It is the last step but equally important step of
selling process. The salesman properly observed the order and executed it. Follow-up is also necessary to collect information from the customer regarding product use problems. Salesman tries to ensure feedback and
encourages repeat purchases.
It is the last step but equally important step of selling process. The salesman properly observed the order and executed it. Follow-up is also necessary to collect information from the customer regarding product use problems. Salesman tries to ensure feedback and encourages repeat purchases.
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Study Notes
Sales and Selling Process
- Exchange of commodities for money represents the fundamental action of selling.
- A salesperson promotes products, either in-store or through outreach, to secure orders.
- Sales skills include the ability to persuade and invoke interest in products or services.
Relationship Selling
- Relationship selling focuses on building strong connections with customers for long-term loyalty.
- Engaging customers involves active listening, paraphrasing their needs, and genuinely addressing concerns.
- Ongoing communication post-sale is crucial for maintaining relationships and encouraging resales.
Sales Techniques
- The AIDA model (Attention, Interest, Desire, Action) is fundamental in crafting effective sales presentations.
- First impressions matter; salespeople should dress appropriately, smile, and maintain professionalism to establish rapport.
- Handling objections involves preparing solutions in advance and viewing objections as buying signals.
Customer Engagement
- Understanding customer needs and preferences is key to tailoring sales approaches.
- Effective communication strategies include choosing the right method (written, call, or face-to-face) to reach prospects.
- Sales presentations should be conversational, fostering a comfortable environment for prospects to express their thoughts.
Closing the Sale
- Inducing the buying action is crucial; the salesperson must gauge the prospect's readiness to purchase.
- Salespeople should be prepared with closing materials and techniques to seize opportunities when prospects show buying readiness.
- Post-sale activities are vital for future business relationships and maintaining customer satisfaction.
Follow-up and Customer Feedback
- Following up after sales reinforces customer trust and encourages repeat purchases.
- Collecting feedback on product use helps resolve issues and improves customer sense of value.
- A consistent follow-up strategy builds goodwill and can significantly influence future sales opportunities.
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Description
Introduction
