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    SMBD Topic 1 PPT Group 1

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    Manpreet Kaur
    The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

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    © All Rights Reserved
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    SMBD Topic 1 PPT Group 1

    Uploaded by

    Manpreet Kaur
    47 views10 pages
    The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

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    The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    47 views10 pages

    SMBD Topic 1 PPT Group 1

    Uploaded by

    Manpreet Kaur
    The document summarizes the key steps in the selling process: 1) Prospecting and qualifying involves gathering information about potential customers and planning sales calls. 2) The pre-approach and approach phases involve researching prospects and making initial contact to introduce oneself and the company. 3) Discovering and understanding customer needs involves asking questions to determine what customers need. 4) Sales presentations and demonstrations showcase the product or service. Handling objections addresses customer questions. 5) Closing the sale finalizes the transaction, while follow-up maintains the customer relationship.

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    © All Rights Reserved
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    You are on page 1of 10

    Selling Process

    and Selling Skills


    Group 1 :
    Md. Moiz Ali
    Tilak Nath Bhowmik
    Saloni Bansal
    Manpreet Kaur

    GROUP 1
    What is selling
    process?
    The complete set of steps that must take place
    in order to execute a sales transaction from
    start to finish. The selling process may
    include such events as the initial contact,
    product demonstrations, trial periods, bidding,
    price negotiations, signing of contracts, and
    delivery of the product or service being sold.

    GROUP 1 Source – businessdictionary.com


    Steps in Selling Process

    Prospecting & Pre-Approach Approach Discovering


    Qualifying and
    Understanding

    Sales Handling Closing the Follow-Up


    Presentation & Objections Sale
    Demonstration

    GROUP 1 Source: Sales and Distribution Management by Krishna K Havaldar 3rd ed


    Sales Funnel Leads

    •Successful salespeople understand


    the importance of process of Prospects
    prospecting and qualifying. For
    clarity they use the concept of sales
    funnel.
    Hot prospects
    •Sales funnel shows the journey of a
    lead to a customer. Cu
    sto
    me
    rs

    GROUP 1
    Pre-Approach is the phase where the
    salesperson gathers information
    about the customer and plans a sales
    call
    Pre- Approach
    and Approach
    Approach is when the salesperson
    calls or meets the prospect and
    introduces himself and the company

    GROUP 1
    Discovering and
    Understanding Customer Sales Presentation Handling Objections
    Needs
    • Salespersons should ask • Different techniques can be • After the presentation,
    questions to the customers used to present and pitch the customer’s questions should
    and understand what do they product to the customer. be answered property.
    need. • Usage of FAB and AIDA • He/she should be sound
    • They can use SPIN, i.e., approach. enough to tactfully handle
    Situational, Problem, • Product or service must be the customer objections
    Implication and Need-Payoff demonstrated well.
    Questions.

    GROUP 1 6
    Close
    Follow-up
    After everything, the customer should be
    After closing a sale we should follow up
    closed, there are different ways of closing
    with the customer once the sale is done, it
    a sale, like Special Offer Technique,
    helps in creating a long-term relationship.
    Alternative Choice Sales, etc.

    Close and Follow Up


    GROUP 1
    Selling Process in OYO Life

    Understanding
    Lead Generation Scheduling a call Cold calling
    buyer needs

    Try to close him,


    Pitching him our Confirming his Call him after
    give some offer
    product visit visit
    to lure him/her

    Take payment Follow up as per

    GROUP 1
    Selling Skills

    Communication Problem Solving Negotiations Skills Conflict Management Listening Skills


    Skills Skills and Resolution Skills

    Source: Sales and Distribution Management by Tapan K Panda 2nd ed


    GROUP 1
    Thank You

    GROUP 1

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