The Personal Selling Process:
1) Prospecting:
(Identifying Potential Customers)
This can be done Mainly by Preparing List of:
a) Current Customers,
b) References, they might offer,
c) Yellow Pages,
d) Traders’ List,
e) Club Members List,
f) Traders’ Directory,
g) Received Phone Callers,
h) Family Friends,
i) Social Media Circle, etc;
2) Qualifying:
(Short Listing Prospective Customers)
This should be based on whether they have the:
a) Willingness:
Identify, if the Prospect had a Problem with your Competitor Product,
b) Purchasing Power:
Obtain Credit rating, & find some More Business-Details,
c) Authority to Buy:
Find out, who is the influencer in the Company, Decision Maker & the
Authority to Buy.
3) Pre- Approach:
Find out all you can, about the Company & the Purchases, including :
a) the Products Purchased in the past,
b) Response,
c) Liking & Disliking,
d) interests of The Persons to be Contacted, etc;
4) The Approach:
Now Prepare your Presentation by Selling Features Vs Benefits & also keep in mind the A.I.D.A - Techniques.
A= Attract Attention,
I = Create Interest & Maintain it,
D = Arouse Desire & Offer to Fulfil it,
A = Make the Customer to take ACTION !
& CLOSE the Sales.(The Most important Step!)
5) Follow-up:
This is another Most important Step for the “Continued Residual income”.
Remember! One Satisfied Customer always SENDS 10-New Customers!
