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

Psychology of Selling

          "Psychology of success" is very essential to become a good sales professional.Though a product and it's price matters in sales,the major thing that matters is the psychology of the Seller and the customer.

           A sale will definitely happen when the Seller is able to understand the psychology of the customer and provides suitable solutions to the customer's needs.'Emotional appeal' matters a lot.For example,there are many shops which provide whatever you need but you always prefer a particular shop for particular product.Why is it?One is the definitely the quality.Second is the emotional appeal of the seller in that particular shop that makes you feel like going to the same shop always.So,not only the quality of the product but the emotional appeal of the Seller also matters for a sale to happen.

            Psychology of a buyer : There was one little girl who used to buy a pound of chocolates everyday from one shop.One day,her mother asked her to buy the chocolates from another shop.The girl said,'No mom,I want to buy from the same ship,because I get more chocolates from this shop.'

       The mother couldn't understand her daughter's answer because to her,a pound meant a pound.So she asked,'How do you know that you get more chocolates in this shop?'

        The little girl explained that everytime he put chocolates in the packet,he would always add more after weighing.She always thought that shop owner was giving extra.In the another shop,he would always put more chocolates and take out a few after weighing.So,the little girl thought that the first salesman was giving more chocolates.

          The little girl was getting the same amount of chocolates from both the shops.But,emotionally and psychologically,she felt she was getting more chocolates from the first shop as he was adding more chocolates after weighing.

       This wonderful example clearly shows how important is psychology in Selling,both for the customer and seller.

        An important suggestion to everyone who is into sales."Never give the price without establishing the perceived value."Giving out the price without giving the benefit will send a wrong message.It is misleading and meaningless and may hurt the salesperson.Inadequate information brings rejections.

           This is what I could share about psychology of selling with whatever I have learnt and experienced.I will definitely share more about and add many things to it in the future.

Thank you for reading!

BE HAPPY AND KEEP ROCKING!!!

         

Transactional Selling versus Relationship Selling.

             Transactional selling occurs when on short term,one time transaction,the salespersons' focus is only on achieving that single sale.Whereas,Relationship selling occurs when it is a long term process.The customer becomes a CLIENT in relationship selling and seller becomes a SUPPLIER.

             Sincerity is the foundation of relationship selling.A salesperson who is sincere will definitely build a strong relationship with his customer.Relationship Selling means the following:

1. People buy people first.

2. Then they buy from the people.

3. Later they buy from the company.

            People must feel good with the people they want to buy from.Building and maintaining relationships boils down to basically three broad categories:

1. Behaviour

2. Events

3. Activities or actions

"Building a relationship is a process.Not an event."

            The true objective of a good sales professional is not just to make a sale but to create clients because it takes less effort to retain a customer than to gain a new one.

           If a customer realizes or feels that your input is critical to their success,especially long-term success,your relationship changes into a strategic relationship.A strategic relationship is one where both parties feel that each one is critical to other one's long-term success,and they will work towards helping each other's growth.

         What is 'Zero defect' in selling?

When a salesperson is sincere.Has a caring attitude,responsibility,commitment and pride in performance.This is called 'Zero defect,'where the salesperson delivers to his customer with 100% efficiency.

Two major things to keep in mind for a sales professional:

1. Never forget a customer and never let a customer forget you.

2. Don't take your customer for granted.Always keep in mind that he is being solicited by your competitors.

       Thank you for reading.Be happy and keep rocking.Wish you a great SUCCESS.

Pride in the profession of selling!

          Hello everyone!I am feeling happy and grateful as usual,for whatever I have and whatever I am.I would like to share about the pride in the profession of selling.

      What is Selling? Selling is the transfer of enthusiasm from seller to buyer.It means a salesperson must have strong belief in his product.He must be passionate about his product.If he is not-why should anyone else be?Why should anyone buy?Hence a good salesperson is one who is very passionate about his product and has strong belief in his product.

           Good salesperson must have strong belief in his product.What does this mean? Strong belief means under the same set of circumstances,if the salesperson would not but his own product,he has no rights to sell it to anyone.If under the same set of circumstances,a doctor would not prescribe the medicine to his own children,he has no right to prescribe it to other people.If he does,he is cheating people.

        When a salesperson sells a product without having strong belief in it:

1.He is cheating people 

2.He is not a good professional 

3.You sense it instinctively and get a feeling of discomfort.

      There are two types of rewards in sales-Intrinsic rewards and Extrinsic rewards.

Intrinsic rewards are intangible and can only be felt.They are driven by positive values and attitude.They include:Gratification,satisfaction,fulfilment,meaningfulness,peace of mind and happiness.

Extrinsic rewards are tangible and visible.They are driven by ambition,goals and hard work.These rewards include: Monetary rewards,recognition,respect,prestige,good life and comfort.

         It is also true that winners don't compete with others.They compete with themselves and better their records constantly.

      Last but not the least,a very important fact."Only cheats and crooks learn the tricks,a good professional only learns the TRADE."

        Hope this blogpost of mine was meaningful and also that it will be helpful in some or the other way.

      Keep rocking and be happy.Thank you for reading.

I started reading a new book!

           Hello everyone!I am feeling very happy and grateful for whatever I have and whatever I have.The day has been amazing so far.I spent half of the day with my gooody friend,then sometime with my friends and then started reading a new book-"You can sell."

           The author of the book is Shiv Khera.It is a brilliant book for the beginners in selling profession,and also for those who have excelled in it,this book will help in developing new perspectives.

          First of all I learnt an amazing fact that everyone is SELLING.A candidate at job interview-Candidate is selling his candidature and the interview is selling the company.A boy and girl proposing to get married-Both are selling their commitments,wishes etc.A politician making speeches to get votes-He is selling his ideas to benefit the people,and so on.Everyone is selling,in some or the other way.

           Salesperson is anyone who sells a product or idea or service.This is the definition for salesperson given by Robert Stevenson.

         Selling is a Win-Win or Lose-Lose game.When both the buyer and seller benefit from the sale,it is an Win-Win game.When both seller and buyer don't get benefitted from the sale,it is an Lose-Lose game.In Lose-Lose,the seller has lost his time forever and the potential source of revenue and the buyer has been deprived of the solution.Selling has become a bigger challenge than what it was yesterday,because of the increase in options,sophisticated competition and the media,which has made people more knowledgeable and aware.

            I also believe that being a commissioned salesperson is better than a salaried salesperson.Because when you are commissioned salesperson,you are saying,'Pay me nothing if I do not produce!'

            Selling is more a matter of Will than skill and we need both!

          Good time with my goody friend,some time with family and reading an informative book and reinforcing the lessons through writing the lessons learnt in a blogpost.This has made my day perfect,so far.

           Hope and wish that this blogpost will be useful to you in some or the other way.Thank you all for reading!

        Keep rocking,be happy!

         "One life,Live it!"