The Selling process

             Selling process is very important to be understood by the sales professionals.Here are the steps in selling process and other requirements for selling.There are several steps in a selling process.They are:

1.Planning 

2.Preparation

3.Prospecting

4.Approach-telephone or personal

5.Attention

6.Establishing rapport

7.Presentation

8.Fact-finding

9.Uncovering the need-questioning techniques

10.Creating a want

11.Presenting a solution

12.Trial close

13.Handling objections,if any

14.Reconfirm the answering of the objective 

15.Trial close

16.Closing the sale by signing the order

17.Reinforcing the sale

18.Getting referrals and new business

19.Keeping all your commitments which made the sale

20.Relationship building to build loyalty.

    Preparation is a major step in the process of selling.There is a saying-'When opportunity meets preparation it is called-GOOD LUCK."'Preparation also involves clarity of thought,regarding the purpose of meeting.

        There are two essential things that has to be kept in mind for effective sales.

1.Sales tools and sales aids : Anything that assists you in making your sales presentation effective is called 'Sales tool.'For sales tools to be effective,they must be self-explanatory.It means they should speak for themselves.They should be simple,otherwise they detract.

2.Identify the people that count : Always ensure that you optimize your time by making presentations to the decision maker.Many Salespeople keep making presentations without even finding out who the decision-maker is.Obviously their closing ratios go down.Hence,ensure that you make presentations or talk or deal with the decision maker.This will help your closing ratios go up.

          This is about the different steps involved in selling and other essential things to be kept in mind.

I hope that this blog post was useful to you.

Thank you for reading.

BE HAPPY AND KEEP ROCKING.

-VISHWESH WALI,INDIA