A Simple Guide to Personal Selling

The process of selling any product or service such as roof replacement is critical to the success of any business. Salespeople make critical prospect connections, communicate their value for a product or value and this has a direct impact on the performance of a business. It is also no secret that salespeople can sometimes get a bad rap because of the tactics they use to push sales. Personal selling is key to the well-being of any organization. It refers to a method that personalizes and humanizes the selling process. It allows businesses to help prospects resolve challenges with the use of a product or service, rather than simply selling to them.

Personal selling involves direct communication between a salesperson and potential customer and typically happens in person or over an email, phone, or video. It is mostly used in business to business. Personal selling comes with its fair share of advantages. It allows for detailed and personalized communication between your business and potential customers. It also gives your sales team the chance to individually address any questions, concerns, or objections to potential customers to move them closer to making a purchase. It provides a personal and one-to-one connection between an organization and potential customers.

Personal selling follows a certain process that includes the following;

Prospecting

The first step in personal selling is seeking out potential customers, in what we call prospects or leads. Prospecting can be done through inbound marketing, cold calling, online research, and even in-person marketing.  An important part of any prospecting stage is lead qualification. Personal selling is all about finding solutions to your customers, but naturally, not everyone will be fit to be a customer. Therefore, it is very important to qualify your leads and avoid spending precious time and resources on prospects who have a little chance of converting.

Approach

Before the approach stage, first, there is a pre-approach. During the pre-approach stage, your sales team prepares to make initial contact with any leas they have discovered during the prospecting stage.  The pre-approach stage typically involves the extension of online research about your prospects, the market, and business. After that, there is the main approach process. In this stage, the sales team makes initial contact with a prospect by reaching out, introducing themselves, and starting a conversation. This can happen via a phone call, video call, email, or even in-person process. The ultimate goal of the approach stage is to have a better understanding of what the prospects want, to be able to solve their problems.

Presentation

This stage involves the sales team entering into the presentation. It is when the sales team presents and potentially demonstrates your product or service. Throughout the presentation, the sales team is focused on how the product or service benefits the prospect. They use the information gathered in the pre-approach and approach stage. Doing so ensures that the presentation is relevant to the prospect as well as to their needs.

Another key stage is handling any objections that may come along the sales process, then closing the process.

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