Principles of Personal Selling
In anything that we do there must be a principles or rules that we must follow or embark on in order to succeed in our pursuit of goals. Sales process is a systematic approach to selling a product or service thus successful sales can be achieved if the systematic approaches are being strictly obeyed.
Some of the systematic approaches: 1. Customer Centered Approach 2. Establishing Rapport 3. Presentation Techniques 4. Establishing Outline Needs 5. Agreeing the problem or opportunity 6. Prioritising the Buyer Criteria 7. Gaining Commitment
1.Customer Centered Approach- It is very important for a sales person to know the features of her product and to understand the motivation of the prospect for buying a certain product by so doing preparing his/her self very well for the first ,important meeting with the client. In order words it is the beginning of new sales and might be vital to both the customer and salespersons in building a long-lasting buyer-seller relationship. In a customer-centric approach we are not trying to manipulate the benefits of our product to meet the client 's needs, we are trying to determine what the client wants and match an appropriate solution to the problem. In order to do this we must know and understand our client.
Particularly in B2B markets the salesperson needs to know the company/firm and the person or persons you are meeting. An objective must be set vividly on what you want to accomplish from this initial meeting and confine them in a pre-planning grid as shown in fig.1.The grid is going to aid you in your preparation and you can think about some questions like : * How you will establish rapport with your customer and put them at ease. What will be your opening remark? * How you will gain the attention and interest of your customers. * How you will go about identifying the prospect’s need and showing some empathy with their problems /predicament * How you will put forward the
Some of the systematic approaches: 1. Customer Centered Approach 2. Establishing Rapport 3. Presentation Techniques 4. Establishing Outline Needs 5. Agreeing the problem or opportunity 6. Prioritising the Buyer Criteria 7. Gaining Commitment
1.Customer Centered Approach- It is very important for a sales person to know the features of her product and to understand the motivation of the prospect for buying a certain product by so doing preparing his/her self very well for the first ,important meeting with the client. In order words it is the beginning of new sales and might be vital to both the customer and salespersons in building a long-lasting buyer-seller relationship. In a customer-centric approach we are not trying to manipulate the benefits of our product to meet the client 's needs, we are trying to determine what the client wants and match an appropriate solution to the problem. In order to do this we must know and understand our client.
Particularly in B2B markets the salesperson needs to know the company/firm and the person or persons you are meeting. An objective must be set vividly on what you want to accomplish from this initial meeting and confine them in a pre-planning grid as shown in fig.1.The grid is going to aid you in your preparation and you can think about some questions like : * How you will establish rapport with your customer and put them at ease. What will be your opening remark? * How you will gain the attention and interest of your customers. * How you will go about identifying the prospect’s need and showing some empathy with their problems /predicament * How you will put forward the