8.14:
Personal Selling II
The personal selling process includes the steps involved in the one-on-one selling technique.
Harry is an electric vehicle sales representative engaged in personal selling. His process begins with prospecting and qualifying, where he identifies potential EV buyers interested in sustainability.
During the pre-approach, Harry researches these prospects' preferences and driving habits to tailor his sales strategy, ensuring he's well-versed in the EV's benefits.
In the approach stage, he arranges meetings, offers test drives, and communicates the EV's features, focusing on its environmental and economic advantages.
Next, Harry prepares a detailed presentation, addressing all features and benefits of the EV, and is also ready to handle any objections, providing clear and informative responses to potential concerns.
In closing, Harry encourages the purchase, presenting financing options or incentives.
Finally, the follow-up stage involves Harry checking in with the customer post-purchase to ensure satisfaction and address any further questions, which helps build a lasting relationship.
This process showcases a targeted, informed approach to selling, emphasizing the importance of understanding and addressing customer needs.
8.14 Personal Selling II
Personal selling is a sales strategy used to engage with potential customers, understand their needs, and guide them toward a purchase. It involves a series of steps that are designed to build rapport, educate prospects, address objections, and ultimately close the sale.
The personal selling process involves prospecting to generate leads, followed by the pre-approach stage, where salespeople gather information about prospects to tailor their approach and make a positive impression.
The next step is the approach – initial contact with the prospect to capture attention, establish rapport, and create interest. Once successful, the process moves to the presentation stage, showcasing tailored features, benefits, and value propositions.
Handling objections is crucial in personal selling. Salespeople must actively listen, address concerns, and provide solutions.
After addressing objections, the salesperson closes the sale by asking for the order, negotiating terms if necessary, and guiding the prospect toward a final decision.
Post-sale, they engage in follow-up activities like sending thank-you notes, providing support, and ensuring customer satisfaction.
Each step is vital for building customer relationships and guiding prospects toward a successful purchase.