7 steps of selling process

For instance, maybe you’re trying to convince a friend to come camping with you. Demographic profile:With data such as age, sex, profession, marital sta… Maybe you received a promotional offer in the mail, your friends on Facebook have had good things to say about a particular gym, or you picked this club because it’s close to home. It’s a simple but logical framework that has been the accepted model for almost a hundred years.William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps of Selling,” Industrial Market Management 34, no. Relying on product literature for product knowledge totally . is an important part of assuring customer satisfaction, retaining customers, and prospecting for new customers. (Upper Saddle River, NJ: Pearson Prentice Hall, 2008), 450. is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify; Preapproach; Approach; Presentation; Overcome objections; Close the sale; Follow-up Determining whether a lead has the desire and ability to buy your product or service. Your journey through the sales process starts with these 7 steps. In other words, in a perfect world, you are identifying customers who are in the process of or have already identified a need. The prospecting and qualifying step relates to the needs awareness step in the buying process described in Chapter 6 "Why and How People Buy: The Power of Understanding the Customer". 6. Once you have closed the sale, your job is not done. Although the products and customers were quite different, both salespeople adapted to the situation and the customer’s needs, but followed the same seven steps to successfully complete their sales. The word presentation implies using PowerPoint and giving a salesy spiel, but it doesn’t always have to be that way—you should actively listen to your customer’s needs and then act and react accordingly. The selling processA sequence of steps that builds a framework for selling. As in the gym membership example above, this B2B selling situation follows the seven-step framework. A prospectA potential buyer for a product or service; also referred to as a qualified lead. She visited your restaurant, reviewed your menu, spoke with some of the wait staff, read reviews on the city magazine Web site, and even had some conversations with some of your patrons on Chef’s Blog. The follow-upThe final step of the process in which the salesperson assures customer satisfaction and maintains customer relationships. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. during a sales call, addressing further objections before the customer is ready to buy.Dave Dolak, “Sales and Personal Selling,” http://www.davedolak.com/psell.htm (accessed June 10, 2009). Note that the sales process in Anritsu EMEA does not differ much from the classical seven steps selling process that can be found in the literature … Normally, the author and publisher would be credited here. This is the other component to step one. “Would you be interested in learning about the state-of-the-art commercial ovens our company sells?”. “Many older ovens have this problem,” she says. Explain how the seven steps applied to this particular situation. You feel like this might help you solve your problem, so you agree to lease the machine for four months. Strategy is essential to selling and a huge part of this phase is around marketing and what needs to be done before you get in front of a prospect. You have been having some problems with them and have been doing some casual research online. The personal selling process involves seven steps … Account maps are an effective way of identifying these buyers. While the basics of the selling process have remained the same over the years, the methods of communication and the way people interact are quickly evolving with the use of the interactive capabilities on the Internet by customers and salespeople alike. 8. FACEBOOK TWITTER LINKEDIN ... the large sum of money in your bank account and your newfound free time will make the grueling process … Geoffrey James, “6 Things to Know about Every Prospect,” BNET, January 12, 2009. Not following a sales process map, you are leaving the outcome to chance. Before planning a sale, do your research to identify the people or companies who might be interested in your product or service. 7 Selling Process Steps. In what ways could he or she have done a better job? The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. There are no commissions or fees. Depending on your business, you might try one of these three closing techniques. Selling online has become easily possible nowadays. Imagine you run a chic new restaurant. 3. The 7 Steps/Process of Personal Selling In Marketing Step 1: Prospecting This is the process of looking for or identifying people who may be interested in owning your product or service. The Process of Selling THE SEVEN STEPS OF A SALE 2. cross selling, up-selling better quality or accessory items – and don’t forget any value-added items such as extra services or warranty. Now, take a minute to review this selling situation in the box below to see exactly how the steps are implemented. You can browse or download additional books there. The 5-Step Selling Model is fairly standard in big-ticket retail. She explains that the ovens she sells heat up quickly and use energy more efficiently. For final consumers, the profile is divided into 2 parts: 1. Prospecting, Pre-approach, Approach, Presentation and Handling, Objection, Closing, Follow- up. Seven steps of a sale 1. William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,”. This usually involves introductions, making some small talk, asking a few warm-up questions, and generally explaining who you are and whom you represent.Paul Cherry, Questions That Sell: The Powerful Process of Discovering What Your Customer Really Wants (New York: AMACOM, 2006), 21.,Neil Rackham, The SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 40. In the same way, almost all selling—regardless of the product that’s being sold—follows a particular sequence of steps. When the close is successful, this step clearly aligns with the purchase step in the buying process. In the presentation phase, you actively demonstrate how your product or service meets the needs of your potential customer. Successfully handling objections and alleviating concerns separates good salespeople from bad and great from good. More information is available on this project's attribution page. Clearly, Hollywood has come to learn that this particular structure is the secret to keeping the audience’s attention, earning positive reviews, and selling movies. Hesitations or concerns a prospect might have about the product or purchasing process. While it might seem like you’ve accomplished your goal, the customer relationship has only begun. 7 Steps to Selling Your Small Business. Evaluating whether the customers need your product or service and can afford it is known as qualifying. However, the publisher has asked for the customary Creative Commons attribution to the original publisher, authors, title, and book URI to be removed. 1 (2005): 13–22. Manufacturers send literature, brochures and booklets to retailers so that their salespeople can become familiar with the construction, workmanship and uses of a product. Once you’ve signed, someone from the club will probably follow up with a call in a few weeks to see if you’re satisfied with your experience at their gym, or you may get an e-mail from them with a membership satisfaction survey or a text message about an upcoming event. An effective sales process is: What happens if the customer is not interested in the salesperson’s product, or he’s interested but his business is struggling financially and doesn’t have the resources for a big purchase? It may turn out, even at this stage in the process, that the product doesn’t actually meet the customer’s needs. This might mean sending a thank-you note, calling the customer to make sure a product was received in satisfactory condition, or checking in to make sure a service is meeting the customer’s expectations. You know the rules—now get ready to break them in ways that bring you closer to your customer and turn you from a sales professional to a sales artist. Steps to selling Your sales figures rely on careful research and planning, authentic communication and tactical skills in persuasion and closing a sale. Each step in a sales process may consist of several separate selling activities. When the Seven-Step Selling Process Is Used. First impressions (e.g., the first few minutes of a sales call) are crucial to building the client’s trust.Michael T. Bosworth, Solution Selling: Creating Buyers in Difficult Selling Markets (New York: McGraw-Hill, 1995), 106. The presentation should be tailored to the customer, explaining how the product meets that person or company’s needs. A potential buyer for a product or service; also referred to as a qualified lead. She came prepared with a specific idea as to how her service could help the prospect and gave a tailored presentation. Sales process vs. sales methodology. Keep in mind that, in modern sales, it's not enough to find one prospect at a company: There are an average of 6.8 customer stakeholders involved in a typical purchase, so you'll want to practice multi-threading, or connecting with multiple decision-makers on the purchasing side. This is the follow-up e-mail you get from Netflix every time you return a movie by mail. Consider passing it on: Creative Commons supports free culture from music to education. “I’d like to go” your friend says, “but I’ve got a big project I need to finish at work, and I was planning to spend some time at the office this weekend.”, “That’s no problem,” you tell him. Dave Dolak, “Sales and Personal Selling,”. Confusing customers with technical jargons . After some small talk about the fact that you both live in the same apartment complex, he tells you about the gym’s amenities and gives you a tour of the facility. Whatever your customers need them to be. Prospecting. The sales process doesn’t end with the close; Think of a personal interaction in which you sold someone on an idea (e.g., a vacation, a choice of movies, or a date). As you learned in Chapter 3 "The Power of Building Relationships: Putting Adaptive Selling to Work", the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. The Process of Personal Selling (6 Steps) Article shared by: ADVERTISEMENTS: 1. The preapproachThe preparation and research a salesperson does before making the sales call. The communication view of the Selling Process is much richer and comprehensive view of Salesmanship. Remember that in the B2B example, the salesperson knew important information about the restaurant beforehand. This is the point where the potential gym member signs her membership agreement, the restaurant owner decides to purchase the ovens, or your friend says, “Sure, let’s go camping next weekend!” Sometimes a salesperson has to make several trial closesAn attempt to close the sale. In this stage, you find potential customers and determine whether … Now that you understand the basic seven stages of sales process development, you can begin to tailor them to your own product or service and customer base. Whether you’re buying a gym membership or a car, cell phone service or a new computer, the situation may be different, but the steps in the selling process will follow the same pattern. Consider the last major purchase you made. Agreeing on the terms of the sale and finalizing the transaction. There’s a good deal of preparation involved before a salesperson ever makes her pitch or presentationThe part of the sales call when the salesperson offers her solution for the prospect., but the presentation is where the research pays off and her idea for the prospect comes alive. In the closing stage, you get the decision from the client to move forward. After all, spending an hour discussing the capabilities of your company’s ovens with a lead that is about to go out of business would be a waste of time. You must attempt to lead the customer and demonstrate ways to excite the customer with additional items / value-added options! The sales process defines what specific steps you will take to convert leads into customers.. 3. Perhaps the most underrated of the seven steps of a sales process is handling objections. She gives you an estimate of your annual savings on energy costs if you switched over to her product line. This step is called prospectingIdentifying potential buyers for a product or service., and it’s the foundational step for the rest of the sales process. Following up isn’t just for after the close to get repeat business. There are several stages involved in the process and a salesman has to understand all the stages in the process to make the process more effective. The selling process is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify Pre-approach Approach Presentation Overcome … Ovens are a big expense—what happens if you aren’t satisfied with the product? The example above is an actual selling situation. STEP 1—The Pre-Approach A good salesperson must study his products ahead of time. As stated before, most customers don’t buy right away. Customers love bundles in today’s world. is the “doing your homework” part of the process. Good follow-up helps ensure additional sales, customer referrals, and positive reviewsDave Dolak, “Sales and Personal Selling,” http://www.davedolak.com/psell.htm (accessed June 10, 2009). Learn about sales process mapping. Then, you sit down to discuss pricing options and payment plans. This book is licensed under a Creative Commons by-nc-sa 3.0 license. The important—and sometimes challenging—part of closing is that the seller has to actually ask if the potential customer is willing to make the purchase.William C. Moncreif and Greg W. Marshall, “The Evolution of the Seven Steps,” Industrial Marketing Management 34, no. It might involve a tour (as in this real estate example), a product demonstration, videos, PowerPoint presentations, or letting the customer actually look at or interact with the product. This is “It’s a Process: Seven Steps to Successful Selling”, section 7.1 from the book Powerful Selling (v. 1.0). This technology allows salespeople to learn more about their customers at each step, and therefore provide more relevant and powerful solutions to customers at each stage of the buying process (covered in Chapter 6 "Why and How People Buy: The Power of Understanding the Customer").Selling Power Sales 2.0 Newsletter, Selling Power, September 18, 2008, http://www.sellingpower.com/content/newsletter/issue.php?pc=868 (accessed June 21, 2010). The seven-step sales process is only a good start, though, because you need to customize it to your particular business—and, more importantly, to your target customers as you move them through the sales funnel. Maybe he will tell you there is occasionally a wait to use the tennis courts at peak times, but you can reserve a spot up to a week in advance, in which case you can get right in. By the time she presents her product, she will understand her customer’s needs well enough to be sure she’s offering a solution the customer could use. If you have any questions or concerns (i.e., “I noticed there are only three tennis courts. The first few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. The preparation and research a salesperson does before making the sales call. Selling the image of the company and not actually the products offered by the company . For more information on the source of this book, or why it is available for free, please see the project's home page. You have to handle objections and try, try, try again. What are the seven steps in the sales process? is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Each step of the seven-step process is covered thoroughly in this and the next six chapters so that you can learn the details of each step and how to apply them in various selling situations. 1. “I’m free next weekend, too. Selling Process Step # 4. Selling process 1. Here, to emphasise how important they are, are five basic sales tips: 1. The 4 Phases of the Project Management Life Cycle. This PowerPoint template is adaptable to every salesperson. 4. Get a same day offer and close in as little as 7 … OK, so you’ve completed a landscaping job for your customer or sold him a car or installed the software that meets his needs. The first of the seven steps in the sales process is prospecting. Talking more than listening . See the license for more details, but that basically means you can share this book as long as you credit the author (but see below), don't make money from it, and do make it available to everyone else under the same terms. This is where you listen to your prospect’s concerns and address them. Unresponsive to the needs and objections of clients . Dive deeper into the various sales approaches you can use to start a relationship off on the right foot. A leadA potential buyer for a product or service that has not yet been qualified. A sales process typically constitutes of 7 key steps (the 2nd and 3rd steps are sometimes combined together to form a 6-step selling process) referred to as the 7 Steps of the (Personal) Selling Process or the 7 Steps of the Sales Process: PROSPECTING (QUALIFICATION): The process of searching for new and potential customers, who have needs which can be fulfilled with the company's products/services, … You know that her company is rated as one of the best oven manufacturers, so you tell her: the ovens are over ten years old, they take a long time to heat up, and they sometimes cook things unevenly. This content was accessible as of December 29, 2012, and it was downloaded then by Andy Schmitz in an effort to preserve the availability of this book. Since you need a solution for your current ovens, you agree to set up an appointment with the salesperson. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. 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Decide to sign a contract book is licensed under a Creative Commons supports free culture from to. Simple, linear approach to selling your sales presentation and tailor it to prospect. Or consumers of your annual savings on energy costs if you switched over her!, almost all selling—regardless of the steps are implemented these seven steps of sales... For achieving sales objectives and replicating a desired level of performance by reps! I.E., “I noticed there are only three tennis courts selling, every sale follows roughly same... Particular business and focus on your customer salesperson proceeds 7 steps of selling process the customer – e.g has removed! With them and have been having some problems with them and have been having some problems them. You listen to your potential client ’ s over the phone a sale, do your to... Additional items / value-added options and alleviating concerns separates good salespeople from bad and great from good the. 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