 Transactional approach  affiliative approach  Consultive selling/ need satisfaction selling/ problem – solution selling

 Prospect- the sales personal obtains contact information about prospects.  The purpose is to find a ‘mad’ buyer  Sources of information could be- external, internal and personal

 More detailed information regarding his tastes preferences is gathered from various sources.

 The first official contact  Your speech should be such that he is ready to talk to you and meet you also.  Methods to obtain attention can be-  Referral approach  Introductory approach  Premium approach  Arousing curiosity  Compliment approach

 Demonstrates the product, explaining the features and stating its benefits.  The objective is to induce a desire for the product.  F- features  E- evidence  B-benefits  A-agreement

 Visualize- help the prospects to visualize  Demonstrating the product  Presentation technique-customized, partially standardized and standardized.

 HAVE TO REMOVE ANY NEGATIVE IMAGE AND CREATE A POSITIVE ONE  SOME TECHNIQUES OF HANDLING OBJECTION-  COMING TO THAT  INDIRECT METHOD-INOFFENSIVELY DENYING THE OBJECTION, USE OF HUMOR 

 COMPARITIVE ITEM METHOD- SALES PERSON SHOULD BE PREPARED WITH MORE THAN ONE PRODUCT  ITS IN YOUR HAND-ACCEPTING THE OBJECTION AND ASKING PROSPECT TO DECIDE.  COMPENSATION- AGREEING ALSO, BUT OFFSETTING IT BY SOME ADVANTAGE.  CASE HISTORY MTD – DESCRIBING THE BENEFITS ACRUED TO OTHER USER.

 PURPOSE TRIAL-ASKING THE PROSPECT TO USE THE PRODUCT ON TRIAL BASIS.

 LISTEN PATIENTLY TO THE OBJECTION  SAY IT BACK IN A ‘GIST’  EXPLORE THE REAL REASON- MANY TIME THE REAL REASON IS NOT TOLD, SO ASK MORE EXPLORATRY QUESTIONS AND TRY TO COME TO THE REAL REASON FOR OBJECTION.  ANSWER THE OBJECTION

 CHECK BACK WITH THE PROSPECT – CHECK IF YOU HAVE ANSWERED THE OBJECTION  REDIRECT THE CONVERSATION back- summarize once before starting again  Incase finished then start closing the sale.

 Most important part  Reinforce the positive points and then ask for sale. Types of closing techniques  Straight forward close- asking for order directly  A choice close- to choose between alternatives

 A report close- how others have benefitted from it.  Minor decision close- seeking prospects approval on a minor issue, like payment will be in cash or cheque.  Buy now close- creating urgency in prospects mind.  Emotional close

 Delivery  Installation  After sales services and call

PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS APPROACHING THE PROSPECT FOLLOWING UP CLOSING THE SALE HANDLING OBJECTIONS MAKING THE SALES PRESENTATION Pre approach: QUALIFYING PROSPECTS