English for Business

Introduction

Personal selling is a promotional method in which one party like a sales person use skills and techniques for building personal relationship with another party like those involved in a purchase decision that results in both parties obtaining value . Personal selling involves personal contact this promotional method often occurs through face-to-face meeting or via a telephone conversations and with this day and age through newer technologies allow contact to take place over the internet including using video conferencing or text messaging Below i i will discuss the steps in the selling process and how to handle objections from prospects and strategies .

Pre-sale preparation

Training and motivation of sales persons this is the first step in personal selling.The salesperson must be fully familiar with the product, the firm the market and the selling techniques.Knowledge of the competition .Information,knowledge ,motivates and behavior of perspectives buyers should be known.

Prospecting

It is the locating and searching out of prospective buyer who have the need for the product and ability to buy it . Prospective customers can be spotted through observation inquiry and analysis of records of existing customers . Social contacts business associations and dealers can be helpful in the identification of potential buyers

Approaching

Before contacting a prospect , a salesperson should have full knowledge and learn their number,needs,habits,spending capacity and motives .With this knowledge it helps in selecting the right sales appeal . After learning this ,the salesperson should approach the customer in a dignified way .Introduction of himself and his product is very important to customer. He should greet the customer with a smile and make him feel at home .In case he/she is busy with some other customer,he should assure the new customer that he would attend to them soon.The salesperson has to be very careful in his approach the first impression is the last impression.

Presentation

On presentation the sales person present the product and describe its features in brief . It has to match with the attitude of the prospects so that the salesman can continuously hold his attention and create interest in product.

Demonstration

To arouse the customers desire and interest the sales person must display and demonstrate the product.He/she should explain the utility and directive qualities of the product so that the prospect realize the need of the product to satisfy his wants .Salesperson should not satisfy his wants. Salesperson should not be in a hurry to impress the customer and should avoid controversy. He/she may suggest uses of the product and may create an impulsive urge to posses the article by appealing to human instincts.

Handling objections

A sale cannot be achieved simply by creating interest and desire .All customers want to make the best bargain for the money. The presentation and how the salesperson demonstration the product will likely create doubt and questions in the customers mind .The salesperson should not get into controversy situations or lose he/hers temper when clearing all doubts and objections. Using testimonial ,money-back guarantee tact and patience are usually popular in winning over hesitant buyers.The salesman should convince the customer that he is making the best use of his money by purchasing the product. Proving the superiority of his product over the salesman should not lose patience if the customer puts too may queries and takes time in arriving at the decision.the salesman should let the customer go even after not buying without showing a temper.

How to handle objections and techniques on how to respond to buyers

Firstly a salesman should view the objection as a question .This is because many at times the sales person hears an objection as a a personal attack.like an objection such as “why are your prices so high”.It should be considered as a question .That will allow a more positive conservation rather than a defensive one.

Sales man should be able to learn how to respond to the objection with a question, such as ‘Can you share your concerns in this area?” “Is they another way to look at this so we can make it work for you ?” It will engage prospects in the dialog ,that will help you later solve their problems .

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