Posted in Marketing and Strategy Terms, Total Reads: 15260
Definition: Selling Process
The selling process is the series of steps followed by a salesperson while selling a product. Selling Process is a complete cycle which starts from identifying the customers to closing the deal with them. It is more relevant is B2B business sales where the sales cycle is not short and might take a longer duration to close. In B2C the selling process may be transient and shorter.
The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & followup. The 7 steps of selling process ar explained below in detail:
1. Prospecting: The first step in selling process in which potential customers are identified by the salesperson is called prospecting. 2. Pre-approach:The stage where the salesperson collects information about the potential customers and understands them before making the sales call is called pre-approach. 3. Approach: Approach is the step where the salesperson actually meets the customer for the first time. 4. Presentation: The step wherein the salesperson talks about how the product will satisfy the customer’s needs and add value to his/her life is called presentation. 5. Handling Objections: In this step, the salesperson clarifies all the doubts and questions that the customer has and eliminates all his objections to buying the product. 6. Closing:The step in which the customer is asked to place and order for the product is called closing. 7. Follow-Up: This is the final step in the selling process where the salesperson follows up with the customers to ensure satisfaction and builds the relationship in order to repeat business with them.
The above image is the selling process.
Example of Selling Process
Let us assume a newly open gym in a posh locality to understand the selling process steps. The gym owners will first search for prospects who can afford the gym fees and are in need of accessing a gym with facilities. The preapproach & approach stages would be when the owners of the gym would market the brand through leaflets, brochures etc. This would entice the people to give a call and arrange for a visit to the gym. Here the gym amenities, facilities, instructors etc would be shown, which would be a part of the presentation and demonstration. The queries regarding fees, trainers, equipments etc would be handling the objections of the prospect. Once a person is satisfied, they would be willing to join the gym by paying the fees & hence that would be closing the deal in the selling process. Followup would ensure that the customer keeps on attending the gym in the future as well.