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    Performing Actual Selling of Products or Services

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    johnpalara2

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    Performing Actual Selling of Products or Services

    Uploaded by

    johnpalara2
    3 views17 pages

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    © © All Rights Reserved

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    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    3 views17 pages

    Performing Actual Selling of Products or Services

    Uploaded by

    johnpalara2

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 17

    PERFORMING

    ACTUAL SELLING
    OF PRODUCTS
    OR SERVICES
    Selling products and services effectively involves understanding
    your offerings, identifying your target audience, and building relation
    with potential customers. You should clearly present the benefits of
    your product, address any concerns they may have, and confidently
    close the deal. Following up after the sale is essential to ensure
    customer satisfaction and encourage future business. Lastly,
    regularly reflect on your techniques to continually improve your
    selling strategy.
    SELLING STRATEGIES
    1. COLD CALLING 2. CONSULTATIVE SELLING

    3. DIRECT SELLING 4. PERSUASIVE SELLING


    COLD CALLING
    01 The process of approaching prospective
    customers or clients who were not expecting
    such an interaction.
    CONSULTATIVE SELLING
    02 Emphasize customers’ needs and meeting
    those needs with solutions combining
    products and services.
    DIRECT SELLING
    03 Face to face presentation, demonstration and
    sale of products or services, usually at the
    home or office of a prospect by the
    independent direct seller.
    PERSUASIVE SELLING
    04 It calls for the ability of the seller to persuade
    his buyer according to the compelling reasons
    why the buyers need to buy your enterprise.
    Steps You May Follow
    in Selling
    1. Prospecting – You can get prospects from a number of
    sources. oftentimes, referral from existing customers is the
    best way. What you only need to do is ask. On the other hand,
    qualifying prospects is an activity where you are trying to
    determine whether you are likely to buy. The importance of
    thisis based on the premise that not all prospects meet the
    criteria to buy.
    2. Sales Presentation – It is the time when you are presenting
    your product or service to your customers with the objective to
    stimulate further their interest. Oftentimes, this activity begins
    with open - ended questions. It helps you discover what your
    customers want and need. There are at least four types of
    presentation.
    One is stimulus –response where you try to offer the necessary
    information (stimulus) at the right time to make your client buy
    (response).

    Secondly, formula selling is more thorough in providing your product


    information. The advantage of this is that it reduces the risk of loosing
    important information.
    Thirdly, canned presentation is presenting what you have
    memorized just doing it by reading.

    Finally, need presentation involves asking questions and listening


    to customers answers to identify their needs and desires.
    3. Handling questions – Usually, prospects are objecting
    based on costs, benefits or both. They also do it because they
    do not see the necessity to buy. Others do the objection
    because they want the deal to be more beneficial for them. In
    this step you need to be patient and demonstrate interest in
    your clients’ need.
    4. Closing – This is one of the important steps because in this
    stage you will ask your clients orders and secure their
    commitment to purchase. Oftentimes, you will be the one to
    initiate the closing.
    5. Build Long –Term Relationships – Let it not be said that
    the
    closing is not the end of selling but the beginning of your long
    -term relations with the customers. It involves follow - up
    sales to see to it that they are satisfied with your enterprise.
    William A. O’Connell came up with a conclusion in his research
    that conducting the follow – ups is necessary to obtain repeat
    sales from existing customers. It also costs about half the
    amount needed to close a sale with a new customer.
    THANKS

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