Demonstrate Personal Selling Processes

Section 1: Understanding the Personal Selling Process

The personal selling process is a series of steps that salespeople follow to persuade potential customers to make a purchase.
These steps typically include prospecting for potential customers, initiating contact, identifying needs, presenting the product or service, handling objections, closing the sale, and follow-up.
An effective personal selling process should be customer-centred, focusing on identifying and fulfilling the needs of the customer rather than solely pushing for a sale.

Section 2: Prospecting and Initial Contact

Prospecting involves identifying potential customers who may have an interest in the product or service.
Salespeople use a variety of methods to prospect, including research, networking, and referrals.
Once potential customers are identified, the salesperson initiates contact via phone call, email, or in-person meet ups, to introduce the product or service.

Section 3: Identifying Customer Needs

This step involves asking questions, listening to the responses, and observing to determine the customer’s specific needs or problems that the product or service can solve.
The salesperson must be empathetic and analytical to accurately assess the customer’s needs and to present the most suitable solutions.

Section 4: Presenting the Product or Service

The salesperson presents the product or service to the customer, focusing on how it can benefit the customer or solve their problem.
This involves highlighting the unique selling propositions (USPs) of the product or service, and explaining how these match the customer’s needs.
Clear, concise, and engaging presentations can help to convince potential customers of the product’s or service’s value.

Section 5: Handling Objections

Customers may have questions or reservations about the product or service; the salesperson must be prepared to handle these objections.
Effective handling of objections involves listening, clarifying, responding, and confirming that the response has addressed the objection.
Handling objections successfully requires the salesperson to be knowledgeable about the product or service and to communicate its benefits convincingly.

Section 6: Closing the Sale

The closing of the sale involves asking the customer to make a purchase.
Different strategies may be used at this stage, including offering a discount or incentive, summarising the benefits of the product or service, or simply asking directly for the sale.
It’s crucial that the salesperson reads the customer’s cues correctly to know when to attempt to close the sale.

Section 7: Follow-Up

The personal selling process doesn’t end with the sale; the salesperson should follow up with the customer to ensure satisfaction with the product or service.
Effective follow-up can involve asking for feedback or reviews, addressing any further questions or concerns, and providing customer support or after-sales service.
Good follow-up not only increases customer satisfaction but can also lead to repeat business and positive word-of-mouth.