WHAT IS SELLING?
Selling is the process of persuading potential customers to buy some goods or services or ideas so that certain interests of buyers can be satisfied and the seller gets paid.
To become a successful sales person it is important to see yourself as a “SALES EXECUTIVE”.
A sales executive is a professional who sets sales goals for the company and works towards achieving it, with the assistance of sales managers.
Prospecting: Prospecting is the first step in selling, which is basically identifying potential buyers and finding them and creating a base of leads with the goal of communicating and converting them into paying clients.
Sales Presentation / Speech: This is a line of talk that attempts to persuade someone with planned sales presentation strategy of a product of service designed to initiate and close a sale.
This is when sales reps have complete understanding of the products they are selling, project knowledge gives confidence. It also gives credibility in the eyes of the customers.
SEVEN key result areas in Selling.
II. Building Rapport.
III. Identifying Needs.
V. Answering Objections.
VI. Closing Sale.
VII. Getting Resale and Referrals.
It is important to understand that upon meeting a potential buyer you have only 30seconds to get the attention of the prospect.
Before a person will relax and listen, he wants to be sure that :
i. You have something important to communicate.
ii. Your visit will be short and precise.
iii. He will be placed under no obligation.
iv. He will not be pressured.
v. You are talking to the right buyer.