What are the different steps in the selling process? Briefly describe each step
What will be an ideal response?
The selling process consists of seven steps: prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objections, closing, and follow-up.
1. The first step in the selling process is prospecting, in which a salesperson or company identifies qualified potential customers.
2. Before calling on a prospect, the salesperson should learn as much as possible about the organization (what it needs, who is involved in the buying) and its buyers (their characteristics and buying styles). This step is known as preapproach.
3. The sales step in which a salesperson meets the customer for the first time is known as approach. During the approach step, the salesperson should know how to meet and greet the buyer and get the relationship off to a good start.
4. During the presentation step of the selling process, the salesperson tells the "value story" to the buyer, showing how the company's offer solves the customer's problems.
5. The sales step in which a salesperson seeks out, clarifies, and overcomes any customer objections to buying is known as handling objections.
6. After handling the prospect's objections, the salesperson next tries to close the sale. This step is known as closing, in which a salesperson asks the customer for an order.
7. The last step in the selling process—follow-up—is necessary if the salesperson wants to ensure customer satisfaction and repeat business. In this step, a salesperson follows up after the sale to ensure customer satisfaction and repeat business.
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What will be an ideal response?
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