Selling Process - Meaning, Steps & Example

Published by MBA Skool Team, Last Updated: February 18, 2021

What is 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.

7 Selling Process Steps

The process of selling a product covers various steps like prospecting, pre-approach, approach, presentation, handling objections, closing & follow-up with customers. The 7 steps of selling process are 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.

All the steps above help in increasing business sales and thereby increasing sales revenue & profits.

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 pre-approach & 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, equipment 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. Follow-up would ensure that the customer keeps on attending the gym in the future as well.

Hence, this concludes the definition of Selling Process along with its overview.

This article has been researched & authored by the Business Concepts Team. It has been reviewed & published by the MBA Skool Team. The content on MBA Skool has been created for educational & academic purpose only.

Browse the definition and meaning of more similar terms. The Management Dictionary covers over 1800 business concepts from 5 categories.

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