1. Personal Selling 2 The Basic Sales Process They should all go like this…

2. Seven Stages of a Sale Prospect Interview Analyze Needs Present Negotiate Close Service/Follow-up

3. throughout the sales process, the salesperson should be continually… asking questions listening qualifying (the opportunity for both parties) discovering hot buttons (wiifm?-what’s in it for me?) building rapport establishing trust developing credibility developing a valuable relationship addressing objections planning next action steps confirming understanding asking for referrals seeking additional opportunities to serve & sell evaluating responses & results (positive/ negative) affirming decisions (minimizing buyer’s remorse) positively expectant

4. Prospect Find customers Get leads Build a referral base Cold-call

5. Interview Qualify prospect Potential customer? Yes/No How much will they buy? Do you want them as a customer? Find out What prospect needs Prospect’s problems Current suppliers (prices?) Attitudes, values Policies, decision makers

6. Analyze Needs Usually after initial meeting in B2B. Usually during initial/only meeting in B2C. Detailed analysis of customer needs. How will customer use product? How will it help customer?

7. Present This is the pitch. Show how your product helps solve customer’s problems. Match your product’s features (attributes) to customer’s needs and problems. Focus on customer. This is a skill that needs to be learned.

9. Negotiate Rarely is offer accepted “as is.” Never give in on price. If you do give in on price (notice the contradiction), make sure you get something in return. Quid Pro Quo! Transparency? Win-Win

10. Close This is where you make your money. This is why salespeople exist! The most important part of the salesperson’s job. Lots of tricks and techniques… be careful. Be persistent. 5x average

11. Service/Follow-up It’s not over when the customer signs. Make sure delivery is made, customer is trained, and customer is happy. Periodically, check in with customer. Don’t just show up when it’s time to make another sale. If you don’t keep customer happy…