Selling Process 7 Steps in the sales process explained in depth

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View all our courses and get certified on https://academy.marketing91.com • The selling Process refers to marketing strategies and steps that a salesperson takes to create and develop a relationship with the customer • The Selling Process is a series of repeatable steps taken at the onset of a product sale till the closing of a deal. • Selling Process - Steps • Step 1: Prospecting and Qualifying • It is the first step of a sales process where the salesperson identifies the potential customers and determines whether they have any need for the offered products or services and can they afford it. • Step 2: Pre-Approach • The salesperson gather information about the potential customers, research the market, gains a better understanding of both the market and the potential customer, and then takes a sales call • Step 3: Approach • This is the step where the salesperson makes the first contact with the customer through face-to-face communication, telephonic conversation, email etc. It includes • Premium Approach – offering a gift at the onset • Question Approach – Asking a question to get him involved and interested • Product Approach – Offering a sample or free trial to evaluate the product • Step 4: Presentation • The salesperson demonstrates the product and shows how it successfully meets consumer needs. • Step 5: Objections • The salesperson answers all the customer’s questions about the product or service and clears his objections, concerns and doubts. • Step 6: Close • In this step, the salesperson gets the nod from the customer to move ahead. The three closing techniques that will prove useful here are. • Extra inducement close – The salesperson offers an additional benefit like free service or discount to close the deal. • Urgency - A feeling of urgency is created so that the deal can be finalized promptly. • Step 7: The Follow-up • In this final step the salesperson follow-up to ensure customer satisfaction, building a further relationship, and customer loyalty. • Example – Sale Process [B2B Sales] • Sales Process for Boeing Airbus [Aircraft Manufacturer] – B2B Sales • • This video is on Selling Process Steps and it has the following sub-topics. • Time Stamps • 0:00 What is the Selling Process? • 00:32 Step 1: Prospecting and Qualifying • 00:57 Step 2: Pre-Approach • 01:30 Step 3: Approach • 02:26 Step 4: Presentation • 02:57 Step 5: Objections • 03:16 Step 6: Close • 04:10 Step 7: The Follow-up • 04:38 Example – Sale Process [B2B Sales] • 04:45 Example – Sales Process for Boeing Airbus [Aircraft Manufacturer] – B2B Sales

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