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Presented by Jasdeep Singh Bains 19007 Navdeep Singh Mann 19022

The document outlines the seven steps of the selling process: 1) prospecting and qualifying potential customers, 2) pre-approach research, 3) making initial contact through the approach, 4) presenting the product or service and how it meets customer needs, 5) answering questions and overcoming objections, 6) closing the sale, and 7) follow up to ensure customer satisfaction. Examples are provided for each step in both business-to-consumer and business-to-business contexts. The conclusion restates that the selling process involves finding qualified prospects, preparing for interactions, making a good first impression, tailoring the presentation based on research, addressing objections, finalizing the deal, and following up for ongoing customer support.

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Jasdeep Singh Bains
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185 views14 pages

Presented by Jasdeep Singh Bains 19007 Navdeep Singh Mann 19022

The document outlines the seven steps of the selling process: 1) prospecting and qualifying potential customers, 2) pre-approach research, 3) making initial contact through the approach, 4) presenting the product or service and how it meets customer needs, 5) answering questions and overcoming objections, 6) closing the sale, and 7) follow up to ensure customer satisfaction. Examples are provided for each step in both business-to-consumer and business-to-business contexts. The conclusion restates that the selling process involves finding qualified prospects, preparing for interactions, making a good first impression, tailoring the presentation based on research, addressing objections, finalizing the deal, and following up for ongoing customer support.

Uploaded by

Jasdeep Singh Bains
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Presented by

JASDEEP SINGH BAINS 19007


NAVDEEP SINGH MANN 19022
CONTENTS
1. When the selling process is used?
2. Seven steps of selling process.
Step 1:-Prospecting and Qualifying.
Step 2:-Pre-Approach.
Step3:-Approach.
Step4:-Presentation.
Step5:-Handling Objectives.
Step 6:-Closing the Sale.
Step7:-Follow-Up.
3.Conclusion
1.When the selling process is used?

1)Business-to-Consumer (B2C) Sales


Example:-you want to buy a gym membership
2)Business-to-Business (B2B) Sales
Example :-buying an oven.
1.When the selling process is used?
1)Business-to-Consumer (B2C) Sales
Example:-you want to buy a gym membership.
Maybe you received a promotional offer in the mail, your friends on
Face book have had good things to say about a particular gym, or you
picked this club because its close to home. Whatever the reason, you
wander in and ask to speak to the membership director who seems to
know a lot about the club and what you might be looking for.
Then, you sit down to discuss pricing options and payment plans. If
you have any questions or concerns (i.e., I noticed there are only
three tennis courts. Is there usually a long wait to use one? or Why
arent there any kickboxing classes on your class schedule?), the
membership director will attempt to address those.
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. Or maybe hell say that
while they dont have kickboxing classes, they offer Zumba, which is
a fun aerobic alternative.
1.When the selling process is used?
2)Business-to-Business (B2B) Sales
You get a call from a salesperson who compliments you on the roasted
chicken she had at your restaurant last weekend. After some
conversation, she asks if youre satisfied with your commercial ovens.
You have been having some problems with them and have been doing
some casual research online. 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 .
Many older ovens have this problem, she says. Would you be
interested in learning about the state-of-the-art commercial ovens our
company sells?
She explains that the ovens she sells heat up quickly and use energy
more efficiently.
She says you can lease an oven for a trial period at no obligation, and
she shows you review from other customers on her companys Web site
and on some restaurant industry blogs.
2.Seven steps of selling process.
1. Prospecting and qualifying
This involves searching for potential customers and
deciding whether they have the ability and desire to
make a purchase.
Example :- . In the B2B example, before the salesperson
called the company, she had to find the companys
information somewhereprobably in a local business
directory.
Example :- Undoubtedly, when the salesperson called
the target customer to discuss his ovens, she asked some
questions to qualify or determine whether a lead has the
desire and ability to buy your product or service.
2.Seven steps of selling process.(cont..)
2. The Pre-approach
Before making a sales call, it is important to do your
homework by researching your customer and planning
what you are going to say.
Example :-in b2b example the salesperson knew important
information about the restaurant beforehand. She came
prepared with a specific idea as to how her service could
help the prospect and gave a tailored presentation.
2.Seven steps of selling process.(cont..)

3. The Approach
Initial face-to-face contact with the prospect during
which first impressions are formed .
Example:-the first few minutes of a sales call.
We must not start the conversation off with the
questions like-
Hey, do you want to go out on Saturday night?
Such an abrupt method would turn most people away.
Conduct a needs analysis to discover and assess
prospects needs. Ask open-ended questions to learn
more about the prospect and his or her needs.
2.Seven steps of selling process.(cont..)
4. The Presentation ;-presentation/demonstration of how
the product fills a need or solves a problem for
the prospect .
The presentation is where the research pays off and the
idea for the prospect comes alive.
Example :-If youre a real estate agent selling a house and
your customers are an older, retired couple, you wont
take them to see a house with many bedrooms, several
flights of stairs to climb, and a huge yard to keep upnor
will you show them around a trendy loft in a busy part of
town. , you may show them through videos, PowerPoint
presentations, or letting the customer actually look at or
interact with the product.
You tell about the product features and benefits.
2.Seven steps of selling process.(cont..)
5. Answering Questions and Overcoming Objections
prospect provides feedback and salesperson attempts to
further tailor the presentation for the prospect's needs
Good salespeople look at objections as opportunities to
further understand and respond to customers needs.
Example:-you need to convince a friend to come camping
with you.
Id like to go friend says, but Ive got a big project I
need to finish at work, and I was planning to spend some
time at the office this weekend.
Thats no problem, you tell him. Im free next weekend,
too. Why dont we plan to go then, once your projects out
of the way?
2.Seven steps of selling process.(cont..)
6. The Close ;-salesperson asks the prospect to buy
buying signals things the customer says or does
that indicate he is ready to buy. (facial expressions,
body language, comments)
Buying signals may happen early in the sales process,
late in the process or might not happen at all.
Example :- This is the point where the potential gym
member signs the membership agreement, the
restaurant owner decides to purchase the ovens, or
your friend says, Sure, lets go camping next
weekend!
2.Seven steps of selling process.(cont..)
7. Assurance and Follow-up :-customer is assured that he
has made a wise purchase
Example:-(delivery, customer service, referrals)
The salesperson assures customer satisfaction and
maintains customer relationships.
This is an important part of assuring customer satisfaction,
retaining customers and prospecting for new customers.
Example :-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 customers expectations.
3.CONCLUSION.
1. Prospecting and Qualifying, involves searching for potential
customers and deciding whether they have the ability and
desire to make a purchase.
2. By researching your customer and planning what you are
going to say is pre-approach.
3. The approach is your chance to make a first impression.
4. Your research and preparation pays off during the
presentation.
5. Your prospect will naturally have objections, which you
should look at as opportunities.
6. You close the sale by agreeing on the terms and finalizing the
transaction.
7. The sales process doesnt end with the close; follow-up is
carried on.
Thank you

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