4.14: Personal Selling II
Personal selling is a sales strategy used to engage with potential customers, understand their needs, and guide them toward a purchase. It involves a series of steps that are designed to build rapport, educate prospects, address objections, and ultimately close the sale.
The personal selling process involves prospecting to generate leads, followed by the pre-approach stage, where salespeople gather information about prospects to tailor their approach and make a positive impression.
The next step is the approach - initial contact with the prospect to capture attention, establish rapport, and create interest. Once successful, the process moves to the presentation stage, showcasing tailored features, benefits, and value propositions.
Handling objections is crucial in personal selling. Salespeople must actively listen, address concerns, and provide solutions.
After addressing objections, the salesperson closes the sale by asking for the order, negotiating terms if necessary, and guiding the prospect toward a final decision.
Post-sale, they engage in follow-up activities like sending thank-you notes, providing support, and ensuring customer satisfaction.
Each step is vital for building customer relationships and guiding prospects toward a successful purchase.
