View all our courses and get certified on https://academy.marketing91.com The selling Process refers to marketing strategies and steps that a salesperson takes to create and develop a relationship with the customer The Selling Process is a series of repeatable steps taken at the onset of a product sale till the closing of a deal. Selling Process - Steps Step 1: Prospecting and Qualifying It is the first step of a sales process where the salesperson identifies the potential customers and determines whether they have any need for the offered products or services and can they afford it. Step 2: Pre-Approach The salesperson gather information about the potential customers, research the market, gains a better understanding of both the market and the potential customer, and then takes a sales call Step 3: Approach This is the step where the salesperson makes the first contact with the customer through face-to-face communication, telephonic conversation, email etc. It includes - Premium Approach – offering a gift at the onset - Question Approach – Asking a question to get him involved and interested - Product Approach – Offering a sample or free trial to evaluate the product Step 4: Presentation The salesperson demonstrates the product and shows how it successfully meets consumer needs. Step 5: Objections The salesperson answers all the customer’s questions about the product or service and clears his objections, concerns and doubts. Step 6: Close In this step, the salesperson gets the nod from the customer to move ahead. The three closing techniques that will prove useful here are. - Extra inducement close – The salesperson offers an additional benefit like free service or discount to close the deal. - Urgency - A feeling of urgency is created so that the deal can be finalized promptly. Step 7: The Follow-up In this final step the salesperson follow-up to ensure customer satisfaction, building a further relationship, and customer loyalty. Example – Sale Process [B2B Sales] - Sales Process for Boeing & Airbus [Aircraft Manufacturer] – B2B Sales This video is on Selling Process Steps and it has the following sub-topics. Time Stamps 0:00 What is the Selling Process? 00:32 Step 1: Prospecting and Qualifying 00:57 Step 2: Pre-Approach 01:30 Step 3: Approach 02:26 Step 4: Presentation 02:57 Step 5: Objections 03:16 Step 6: Close 04:10 Step 7: The Follow-up 04:38 Example – Sale Process [B2B Sales] 04:45 Example – Sales Process for Boeing & Airbus [Aircraft Manufacturer] – B2B Sales