SEL - The Selling Process [LESSON]

The Selling Process

Knowing the selling process can be helpful to you if you work in sales, but it can also help you if you are a consumer. Knowing what sales people are thinking when you are shopping might just keep you from making an impulsive purchase. Let's look at what happens during the process of a sale; from before you even walk in the door to after you leave.

The Steps of a Sale

The Steps of a Sale 1. Prospecting Starts with defining a narrow target market, which contains potential customers with characteristics of an ideal customer that will make the sale. 2. Pre-approach Gathering relevant information regarding the prospect in order to create a customized sales presentation. 3. Approach How you approach a sales pitch in terms of attitude, prospect knowledge, and customized product will determine your success. 4. Sales presentation A well-prepared sales presentation will engage prospects with relevant information and entice them to make a purchase commitment. 5. Handling Objections The prospect may object to points made in the presentation, so the salesperson should be prepared to listen and address those concerns. 6. Closing the Sale Closing refers to achievement of the desired outcome, which is a signed contract and/or an exchange of money. 7. Following Up Following up will build customer satisfaction, maximize long-term sales volume, and if a sale has not been made, it may lead to a sale.

 

Please review this presentation for more information about each of the steps in the selling process.

Product Information

Below are the sources of product information used in selling:

  • The product itself
  • Customers who use the product
  • Manufacturers' brochures and publications
  • Other sales personnel
  • Promotional materials
  • Catalogues, manuals, feature/benefit statements

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