Think of the front wheel as the buying cycle and the back wheel as the selling cycle. The frame is in effect, your communication skills that will hold both wheels together. A bicycle would be useless if all it had was a front wheel and a back wheel and no frame to hold it together. Having a need doesn’t mean a buyer will do anything about it. The selling process is the series of steps followed by a salesperson while selling a product. It also involves the search for new prospects (in B2B selling) and follow-up service after the sale.The B2B selling process has 7 steps… Here are the six steps that make up the selling cycle: Prospect for your next potential client or customer. Key characteristic of selling? The success in earlier stages will lead to the last stage of closing the sale and clinch the deal. Prospecting; It is quite a common observation in our daily life that you can’t benefit a person from a product if he doesn’t need it. Presentation implies an array and decoration of articles in the shop. … By following this simple sales process, it helps you match the selling process with the buying process. These objections may be genuine or mere excuses. Although the company may provide leads, sales representativesneed skills in developing their own leads. Prospecting:. Your email address will not be published. Personal Selling Process – Prospecting, Evaluating, Approaching the Consumer, Preparing for the Sale, Making the Presentation, Overcoming the Objection and a Few Others. Explain the steps in the personal selling process. Approach is such a delicate and critical stage of the sales process that the sales are either won or lost. If not, it means you either didn’t provide the right solution or the buyer had hidden needs that you didn’t know about. You might even hate selling because you don’t want to be perceived as being a pushy salesperson. Fully automated 2. The Bi-Sell-Cycle™  helps you keep both wheels turning together so that have more control over the sales process which ultimately leads to more successful outcomes. What has changed While the sales process is adaptive depending on the situation, the simple but logical framework of seven steps … Demonstration is a part of presentation because, more description is not enough. Here, A-I-D-A approach works wonders. The reason why, is that you learn what to do and what not to do. Effective presentation has the capacity to convince the customer of his sales proposition. Examining data sources (newspapers, dir… The sources of information are his fellow salesmen, customers, local newspapers, special investigators, sales office, directories, observation and the prospect. The Bi-Sell-Cycle™ is a process that explains both the buying cycle and the selling cycle. 2. Cultivating other referral sources such as customers, friends, noncompeting sales representatives, bankers, clubs, associations, etc. The presentation should be clear and understandable by the customer. Memorized 4. Miss any of these steps, it significantly reduces your chances of closing the sale. Prospecting refers to locating potential customers. In order for the bicycle to move along freely, both wheels must turn in unison. It is because of this delicacy that sales are likened to a chain where break of one link will break it into useless lump of hooks. The 6 step sales process that really works, The 5 Aspects of Personal Development: Why It Matters, Why You Should Become Comfortable With Uncomfortable, Why Sales Skills Help You Succeed At Almost Everything, What You Can Learn From Visionary Leaders, How To Ask effective Questions To Close More Sales, How to Adapt Your Social Style to Close More Sales, How to Build Rapport With a Sales Prospect, Now they are in a position to go to the market to, After they have bought the solution to their problem or opportunity, the buyer then. Not following a sales process map, you are leaving the outcome to chance. The wheels are misaligned. You still need to reconfirm what their real needs are because the buyer doesn’t always know this. … The 7-step sales process is a great start for sales teams without a strategy in place—but it's most effective when you break the rules. If you have closed the sale and the buyer has bought from you, you still need to evaluate the outcome. Here are 6 steps for implementing a consultative sales process… The objectives of pre-approach are to providing additional qualifying information; to design an effective approach strategy; to better the planning information; to avoid serious errors and to build-up confidence. It is the positive attitude and self-confidence that plays a decisive role in converting wish into desire and desire into demand. They know what their target goals is and are ready to buy. They pitch their products and services too early in the process. You must match where the buyer is on the Bi-Sell-Cycle™ in order for the wheels to keep turning. Sorry, your blog cannot share posts by email. Pre-approach: Having … They are looking for a provider who will help them achieve their target goals. They then have a target goal in mind, which is to take away the problem or realize the opportunity. Alternately the wheels might be aligned but you get a flat tire like an objection, then the Bi-Sell-Cycle™ will come to standstill. However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process… Learn vocabulary, terms, and more with flashcards, games, and other study tools. If the wheels don’t turn together, that’s when you are more likely to end up with a flat tire which is known as a sales objection. Pre-approach:. Would you set off across the country without having a plan and referring to a map? The underlying point of closing sale is to persuade the prospect to act right now than postponing or delaying the action. The buyer is not ready to buy. It would be wrong to assume that all those who enter the shop do buy the products. Marketing … What happens during each step. 4. Privacy Policy 8. Here, prospect is a person or an institution who is likely to... 2. Carolyn (Caro) is an inspirational leader, motivator and founder of Strategez for Success. The five-step sales process is a simple, linear approach to selling. It might be a budget deficit, lack of sales, increased customer complaints. You would waste time, waste money and still not end up where you want to go. The funny thing about rejection, is that when you learn to become more accomplished as a salesperson, you begin to experience rejection less and less and begin to handle it with logic instead of emotion. Once they understand that, then they are motivated to avoid the pain of allowing the problem to persist or miss out on the rewards if they let an opportunity slip by them. Personal selling becomes necessary for a firm to achieve quick sales. Let’s face it – no one likes being rejected for any reason let alone in a sales environment. You hate being rejected! If they have come to you rather than you go to them, chances are they know what their needs are, they understand the impact if they allow the problem to persist or the opportunity to slip away. This casual visit can be a commitment visit provided products are displayed, presented and demonstrated by the salesmen in an appealing manner. Key Points The personal selling process is a 7 step approach: prospecting, pre-approach, approach, presentation, meeting... Marketing and sales differ greatly, but have the same goal. Communication skills make up the bicycle frame without which the sales process will collapse. Rapport. Their problem will get worse or they will miss out on the opportunity if they sit back and do nothing. At that point you are then in a position to tailor a solution to their target goal, sell them that solution and evaluate if their needs were met. THE PRE-APPROACH. In absence of sales resistance the salesman is merely an order booking clerk. Semi-automated 3. The process begins with initiating contact with the client and ends after a salesperson closes the deal. Discovery: Finding out What Customer’s Need ... Identify the basis for and the importance of follow up as part of the personal selling process … Content Guidelines 2. Perhaps you think selling is not a very honorable profession. As you become more experienced and understand how people buy and follow a sales process, you will then start to experience more successes than rejection. The Seven Steps of the Personal Selling Process Prospecting. The Process of Personal Selling (6 Steps) 1. This is to... 2. Needs present themselves as symptoms that something is wrong. Learn the textbook seven steps, from prospecting to following up … Provide encompasses even the discovery of special needs and multiplying the sales with existing clientele. Success follows the salesman who possesses courage, courtesy and confidence. An objection is the expression of disapproval of an action taken by salesman; it is an adverse reason or an argument indicating clearly that the prospect is not yet ready to buy. Buyers are motivated by two things, to avoid pain or gain rewards. What are the six steps in the personal selling process? You have to assess that once you have provided the solution that the buyer did in fact achieve their target goal. Table 2 Stages and objectives of the personal … The six step sales process will help you overcome the fear of selling. A trusting relationship or connection between two people. Either way, if this happens it won’t reflect well on you. It also helps to obtain necessary information about the market and pass on the same to the producer. It shows you where the buyer is on the buying cycle so that you can match the selling process accordingly. Asking current customers for the names of prospects. Answer: Personal selling is the face-to-face presentation and promotion of goods and services. Your role is to uncover any hidden needs they might have. The first step of the personal selling process is called ‘prospecting’. A presentation can be classified into the following categories − 1. You are now in a position to tailor the solution to their target goals. Leads can be developed in the following ways: 1. It is here that the prospect is turned into a customer desire into demand. By now the buyer understands that there is a consequence if they allow the problem to remain or let an opportunity go unrealized. Receive exclusive access to limited seating online webinars and workshops and get special VIP access when we launch each of our new programs. Here, prospect is a person or an institution who is likely to be benefited by the product the salesman wants to sell and can afford to buy it. Copyright 10. Start studying Six-Step Selling Process. Communication skills are what hold both wheels together and provide the framework of driving the buying and selling processes. The selling cycle is a mirror of the buying cycle. Searching for prospects is prospecting. Regardless of the need, what a buyer really wants is to choose the solution that helps them avoid pain or gain rewards. The buying cycle is the front wheel and is what drives the process. ... Six-Step Marketing Research Process - Duration: 10:25. When you follow a simple buying and selling process like the Bi-Sell-Cycle™, it keeps you on track to successfully conclude the sale. Normally, most of the prospects visit the shop to see prior to their decision to buy. Each salesman should understand the reasons as to why prospects raise objections because; each objection has its roots in the buying decision. TOS 7. Report a Violation, 6 Important Stages that a Sales Process can be Divided Into. Image Guidelines 5. The significance of demonstration lies in reducing the sales talk, facilitating the comparison, appealing to senses, fortifying the sales talks and convincing the fastidious customers. The 6 steps of the Selling Cycle. Though it sounds very easy, it is the most difficult task. 5. Personal selling … As a salesperson, you must explore the impact or consequences of the buyer not taking any action. It is the heart of selling process. All the earlier stages of sales talk namely, prospecting, pre-approach; approach, presentation and handling the objections have been designed to induce the prospect to make decision to buy so that a sale can be concluded. A poor closer is a poor salesman and salesman who cannot close well will have to close the line. But it seems the same 7 step selling process, originally developed some one hundred years ago, still applies today regardless of the product or service being sold! While different salespeople and different products may necessitate a more detailed or uniquely tailored process, the five-step sales process … Jae Min Jung 22,716 views. It creates and holds the interest of customers towards the products. It is the creative task of bringing the customer to the sales track once again. The important thing to remember is that they are not rejecting you, they are most likely rejecting your products and services because either they don’t know they have a need (yet), they don’t have a relationship with you (yet) or they don’t see the value in what you have to offer (yet). Organized 5. Prospects should … In this step, the salesperson has to give the presentation regarding the product to the customer. As a salesperson you have to find the buyer’s need, explore the impact if they don’t take action and assess what their target goals are. Imagine you are about to ride a bicycle. The point in the selling process … Caro holds a Master’s in Business Administration (MBA), is a Certified Practitioner of Neuro-Linguistic Programming (NLP), a Sales Trainer, Business Coach and published Author. Approach means the meeting of the prospect in person by the salesman where he makes face to face contact with prospects to understand them better. The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2). With this step in the process, sales representatives... Pre-Approach. Demonstration is the crucial task of providing the proofs and providing the statements about quality, utility, performance and service of a product by evidences of experiment, operation or a test. It gets you to where you want to go, not only a lot quicker, a lot more successfully. The personal selling process involves seven steps that a salesperson must go … is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and … If you are new to sales and you haven’t got the buying and selling process down pat, then naturally you will make some rookie mistakes that will lead to rejection. You must meet the buyer where they are on the buying cycle. 2. Here, ‘close’ means the act of actually getting the prospect’s assent to the sales proposal or he gets an order. This site uses Akismet to reduce spam. Preparation involves preparing for the initial contact with a potential customer. Approach is stepping stone for sales presentation. It is more relevant is B2B business sales where the sales cycle is not short and might take a longer duration to close. Subscribe Now To Receive Weekly Success Strategies. With this six-step process to obtaining referrals, you’ll have so much success in developing your referral business that you’ll make it an automatic part of every selling situation. I don’t blame you, rejection is a horrible feeling. The 5-Step Selling Model is fairly standard in big-ticket retail. She provides easy to follow Strategez to help you achieve your personal, professional and business goals. The frame of the Bi-Sell-Cycle™ makes up all the other skills you need to successfully conclude a sale. If the front wheel and the back wheel aren’t aligned, you can’t ride the bike, you simply get stuck. Sometimes buyers don’t know they have a need until a third-party points it out to them (like a salesperson). This is what keeps the process moving forward. For every action of salesman there is prospect’s pro-action or reaction that is, approval or disapproval. Now you can sell the option that best suits the buyer’s needs and helps them achieve their target goal. Unstructured These are their needs. Required fields are marked *. Prospecting is the work of collecting the names and addresses or persons who are likely to buy the firm’s products and services. When you put the buying cycle together with the selling cycle, you get the Bi-Sell-Cycle™. What if – instead of trying to sell – you help people buy instead! While collecting the details, ‘suspects’ must be separated from ‘prospects’ to avoid or reduce waste of time, treasure and talent. In other words, you match the buying cycle with the selling cycle. It looks like this. Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product. Pre-approach is to get more detailed facts about a specific individual to have effective sales appeals… Solution for Describe the six steps of the personal-selling process. Before publishing your articles on this site, please read the following pages: 1. The objectives of approach are: To help the salesman to make a favourable impression; to amplify the detailed information obtained by the salesman at pre-approach level; to convert the favourable attention of the prospect easily and smoothly into the sales proposition. Don’t be fooled when a buyer comes to you and tells you what they want. This is where so many salespeople get it wrong. The selling cycle is the back wheel which follows the buyers lead. There are many sources from which potential customers can be found: observation, social contacts, trade shows, commercially-available databases, commercially-available mail list and cold calling. Pre-approach is to get more detailed facts about a specific individual to have effective sales appeals on him or her. Being a very crucial aspect, the experts have a set procedure for overcoming the objections namely, listen to the prospect cushion the jolt anticipate the objections and prevent their occurrence. Now you have something to work with. The pre … 4. Content Filtrations 6. Learn how your comment data is processed. The six steps are the pre-approach, the approach, the presentation, the objection, the close, and the follow-up. This becomes their dominant buying motive. There are definite methods of prospecting. Prospecting means finding the right potential buyer for what you’re... Make initial contact. “The best investment you will ever make in life - is an investment in yourself.”. The buying cycle is in the front, the selling cycle is in the back and both wheels must turn together to conclude a successful sale. Step 2: Pre-approach Step 1. Before a salesperson shows a customer a product, he or she must … 3. When the wheels of the Bi-Sell-Cycle™ turn together, you are more likely to achieve a successful outcome. Engaging in speaking and writing of activities that will draw attention. Sure you might find yourself ending up where you wanted but I would guess you would take a lot of wrong turns along the way. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. Download The Bi-Sell-Cycle™ toolkit and follow this easy and powerful process to turn prospects into paying customers. Prospecting- the search for and qualification of potential customers- start of the selling process… As a salesperson you have to find the buyer’s need, explore the impact if they don’t take action and assess … The first step in the selling process is to identify prospects. Overcoming objections is really a delicate stage that makes or mars the unbroken chain of selling process. Professional selling involves a series of seven distinct steps. Let's take a look at each. The language used for each step may differ, and there will sometimes be an internally devised acronym somewhere in the mix, but essentially this is the most common framework of behaviours forming the sales process. Selling Process is a complete cycle which starts from identifying the customers to closing the deal with them. Prospecting is finding and qualifying potential customers. For a creative and persuasive salesman, the process of selling really starts when the prospect raises objections. Access a selection of excellent online resources that will help you on your Pathway to Success. In B2C the selling process … This is what motivates them to buy. Presentation. Before you can sell anything, you need to understand how people buy. Post was not sent - check your email addresses! But, adding these best practices to your sales process will ensure the healthy growth of your team, and company, by making sure you are solving the right problem for the right people. 16-133. Arguments against personal selling. Three Step Process to Develop a Market Orientation. Plagiarism Prevention 4. How does B2B personal selling differ from B2C personal selling? ADVERTISEMENTS: Steps in Sales Process: Experts have suggested a five-staged formula known as A-l-D-A-S for effective selling process. In other words, they either want to take away the problem or realize the opportunity. Disclaimer 9. Personal Selling Process Steps. Prospecting and qualifying: ‘Prospecting and qualifying’ are the first steps the personal selling process. She/he should explain the features of the product and how it will fulfill the needs. You must be able to build rapport, ask effective questions and actively listen to the answers in order to keep the wheels turning together. 6. You do this through effective questioning techniques. A Five Stage Personal Selling Process.Stage One - Prospecting.Prospecting is all about finding prospects, or potential new customers. ... What is the last step of the selling process and definition? Begin by setting a goal for how … Personal selling is essential to sell anything that requires persuasion of the buyers, e.g., Insurance. 1. To … The main reason people don’t like selling is the fear of rejection. Your email address will not be published. It is a record round effort to get details regarding the prospect such as his ability, need, authority, accessibility to buy; it is a closer look of prospects, likes and dislikes, tastes, habits, financial status, social esteem, material status, family background and the like. The first step in the process involves prospecting. 14 Personal Selling The Steps of the Selling Process - Duration: 7:40. drtranvan4 17,765 views. 1. • Prospecting- the search for and qualification of potential customers- start of the selling process, prospects … They might happily sit in their comfort zone and not buy from anyone. And that’ what, this first step towards a winning personal selling … direct, salesperson and a customer. 7 Important stages in personal selling process 1. It should also be interesting to keep the customer involved in the conversation. Searching for prospects is prospecting. Personal selling is any form of ---- contact between a ----- and a -----. Don’t ever underestimate the importance of your communication skills in the sales process. What if you could turn that on its head? The first personal interaction a salesperson has with a prospective customer in the selling process. 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