Selling Process

•PROSPECTING
•Pre approach
•Approach
•Presentation
•Overcoming Objection
•Close
•Follow-up
 Prospecting
• formulating prospect definitions: must be a MAD
buyer.
• searching out potential accounts: referrals,
networking, bird-dogging, cold canvassing, and
numerous others.
• qualifying prospects and determining probable
requirements, and
• relating company products to each prospect’s
requirements.
 Pre-approach
• Sellers do their research on the prospect or
customer, familiarize themselves with the
customer’s needs, review previous
correspondence, and pull together any other new
and relevant material that might be appropriate
for bringing to the sales call itself.
• Pre-approach activities also include talking with
gatekeepers, doing homework on the customer
(individual and organization), mentally preparing
for the approach and presentation (rehearsal),
and “reading” the customer’s office on entry.
 Approach
• Approaching the Customer
The approach is the first face-to-face contact
with the customer. The approach sets the mood
or atmosphere for the other steps of the sale.
It has three purposes:
 to begin conversation
 to establish a relationship with the customer
 to focus on the merchandise
 Approaching the Customer

• When approaching the customer, follow these

rules:
Treat the customer as an individual.
Be perceptive about the customer’s
buying style.
Be enthusiastic, courteous, and respectful.
 The Approach in Business-to-Business
Selling

In B2B selling, the salesperson will set up an appointment in the

preapproach stage of the sale. At the approach, follow these
rules:
 Arrive early to show you are interested and give yourself
time to organize your thoughts.
 Introduce yourself and your company.
 Use the customer’s name.
 Offer a business card.
 The Approach in Retail Selling

There are three methods you can use in

the initial approach to retail customers:
the service approach
the greeting approach
the merchandise approach
 The Service Approach

• In the service approach method, the

salesperson asks the customer if he or
she needs assistance. This method is
acceptable when the customer is
obviously in a hurry or if you are an order
taker for routine purchases
 The Greeting Approach

• In the greeting approach method, the

salesperson simply welcomes the
customer to the store. This lets the
customer know that the salesperson is
available for any questions or assistance.
 The Merchandise Approach

In the merchandise approach method,

the salesperson makes a comment or asks
questions about a product in which the
customer shows interest. This method can
only be used if a customer stops to look at
a specific item.
 Retail Approach Methods

Hurried Routine Browsing Fixated

customer custome Customer Customer
r

Service Greeting Merchandise

approach Approach Approach
 Presentation
• Purpose
– Transmit information
– Persuade the prospect to become a customer
• Common complaints about sales presentations:
– Running down competitors
– Being too aggressive or abrasive
– Have inadequate knowledge of competitors’ products and
services
– Inadequate knowledge of client’s business/organization
– Poor delivery
 Sales Presentation Method
• Stimulus response method
• Formula Method
• Need Satisfaction Method
• Team –Selling Method
• Consultative Selling Method