The Partnership Process

Prospecting and Pre- Presentation and

Approach
Qualifying approach Demonstration

Identify qualified Learn as much as Make a Tell the product

potential possible about relationship “story” and focus
customers customer on customer
benefits

Handling Closing the To insure

Follow-up
objections Sale customer
satisfaction and
repeat business
Overcome customer Ask for an
order objections
The 7 step selling process
https://www.gktoday.in/gk/marketing-aptitude-personal-selling/
 Before planning a sale, do your research to identify
the people or companies who might be interested
in your product or service. This step is
called prospecting, and it’s the foundational step
for the rest of the sales process.
 A lead is a potential buyer.
 A prospect is a lead that is qualified or
determined to be ready, willing and able to buy.
 The prospecting and qualifying step relates to
the needs awareness step in the buying process.
 Prospects actually begins with locating a lead, a person or an organization
that may or may not have what it takes to be a true prospect. Some
salespeople mistakenly consider every lead a prospect without first taking
the time to see whether these people really provide an opportunity to make
a sale.
 Lead vs. Prospect
Potential customers
Lead – An individual who has provided contact
information and, in doing so, pointed toward a (1000)

potential sales opportunity. A potential prospect that

Available to buy (200)
may or may not have what it takes to be a true prospect. pero di pa bibili
Prospect – A qualified and interested individual who, (15)
Bumli na
through two-way interaction, has demonstrated they
are preparing to make a purchase decision.
 Does a want or need exist?
 Does the lead have the ability to pay?
 Does the lead have the authority to buy?
 Can the lead be approach favorably?
 Is the lead eligible to buy?
 Satisfied Customers  Ads and Direct Mail
 Endless-chain Method  SHOWS, FAIRS, AND
 Networking (Relationships/ MERCHANDISE MARKETS
Center-influence method)  Webinars and Seminars
 Social Media (New Age of  List and Directories
Prospecting)
 Cold Calling
 The Internet (Web sites, e-
 Spotters
mail, list serves, bulletin
boards, forums, roundtables,  Telemarketing
and newsgroups; Banner
advertising; E-selling)
 Before making a sales call, email or visit, it is
important to do your homework by researching
your customer and planning what you are going to
say.
 A good salesperson researches a prospect,
familiarizing with the customer’s needs and
learning all the relevant background info about the
individual or business.
 The buyer’s time is valuable.
 The seller’s time is valuable.

Gathering information about Setting objectives

the prospect and firm
Making an appointment
for the call

 The  A call The right

Prospect/Customer as
an Individual objective person The
should be: right time The
 The right place
Prospect’s/Customer’s  Specific
Organization  Realistic
 Measurable
 This is where you make a first impression.You do this by introducing
yourself, explaining the purpose of your call or visit, and establishing
a rapport with your prospect. First impressions are crucial to
building the customer’s trust.You work to establish a rapport with the
customer first. This usually involves introductions, making small talk,
asking warm-up questions, and generally explaining who you are
and whom you represent.
There are three common approach methods:
 Premium approach: Presenting your potential client with a gift at
the beginning of your interaction Ok lng na magbigay as appreciation
 Question approach: Asking a question to get the prospect
interested
 Product approach: Giving the prospect a sample or a free trial
to review and evaluate your service
• Waiting for the
prospect
Making a good
• Very first impressions impression
• Selecting a seat
• Getting the
customer’s attention
Identifying or Adjusting
• Openings to gain
attention reiterating needs Assessing the buyer’s
• Developing a rapport
• When things go reactions and making
wrong adjustments
Offering the solution to
• Discovering the
Root Cause of the the buyer’s needs
Need • Relating features to benefits
• Asking open and • Assessing reactions
closed questions • Making adjustments
• SPIN® technique Credibility and trust
 Your research and preparation pays off during the
presentation, when you propose your sales solution to your
prospect.
 By the time you are ready to present you will understand your
customer’s needs well enough to be sure you are offering a
solution the customer could use.
 The presentation should be tailored to the customer, explaining
how the product meets that person or company’s needs. Now is the
time to focus on the benefits of your product or service.
 This might involve a product demonstration, videos,
PowerPoint presentations, or letting the customer look at or
interact with the product.
  At this point, the customer is using the information being
shared as part of a suite of possible solutions. They might be
researching your offer compared to others. It is during this
part of the sale where you can use upselling and cross
selling to engage the customer further.
 Once you have identified your customers needs you will
know if they would receive additional benefits from an
enhanced product or service offering. This is upselling. Cross
selling is pitching additional products that relate to the
product your customer is considering or purchasing (also
known as suggestive selling).
 Note: Never try to sell your customers something they
don’t need. They may well lose trust or confidence in you.
Up selling - inaandentify mo yung needs where nagdadagdag or highlights na mag bebenefits ang customer sa
product or service na inooffer mo
Cross selling - additional product na connected sa product na inooffer mo na maaring magkasama yung main at
yung kasama nitong products
 Keeps the buyer’s attention
 Improves the buyer’s understanding
 Helps the buyer remember what was said
 Offers proof of the salesperson’s assertions
 Creates a sense of value
 Respond to the buyer’s unique style (Expressives = colorful,
visual, positive; Analyticals = clean, simple, detailed; Amiables =
people- filled, slow-paced; Drivers = crisp, professional, to-the-
point)

 Verbal Tools - Word Pictures and Stories; Humor

 Visual Tools - Graphics and Charts; Models, samples and gifts;
Catalogs and brochures; Photos, illustrations, ads, and maps;
Testimonials and Test Results; Using Media to Display
Visuals

 PRODUCT DEMONSTRATIONS
 Handouts
 Written Proposals
 Dealing With the Jitters
 After you’ve made your sales presentation, it’s natural for your customer to
have some hesitations or concerns, known as objections. Good
salespeople look at objections as opportunities to further understand
and respond to customers’ needs.
 Be prepared and use some of the following ideas:
 Recognize your customer’s comments by acknowledging their
views and then responding with solutions.
 Ask questions about their views to find ways to address them.
 Restate the customer’s objection. By saying it aloud, you can reduce
its impact.
 Ideally you will be prepared for what customers will say, and be ready to
respond. For example:
Objection:‘Sorry, I don’t have the time today.’
Response:‘No problem. I’m more than happy to book you a ten-minute
meeting later in the week.’
 The important – and sometimes challenging – part of the sale is closing it!
This is where you actually have to ask if the potential customer is willing to
make the purchase. If your customer has been convinced your product or
service will meet their needs, you close the sale by agreeing on the terms of
the sale and finishing up the transaction.
 Depending on your business, you might try one of these three
closing strategies.
 Alternative choice close: Assume the sale and offer the prospect
a choice, where both options close the sale. For example,‘Will you
be paying the whole fee up front or in installments?’,‘Will that be
cash or card?’ or ‘Would you like me to wrap that for you?’
 Extra inducement close: Offer something extra to get the prospect to
close, such as a free month of service or a discount.
 Standing room only close: Create urgency by expressing time is of
the essence. For example,‘The price will be going up after this month’
or ‘We only have six spots left’.
 OK, so you’ve made the sale. While it might seem
like you’ve accomplished your goal, the customer
journey continues.
 Follow-up is an important part of assuring customer
satisfaction, retaining customers and prospecting for
new customers.
 This might mean sending a thank you note, calling
the customer to make sure the product was received
in satisfactory condition, or checking in to make
sure a service has met the customer’s expectations.
Thank you for listening 