By : Rohit Mittal, Head/VP/GM-Sales Finedgeindia (P) Ltd.
Activity: 4 comments 596 views last activity : 07 06 2010 20:18:04 +0000
Nine Steps of Selling
Marketing communications: The idea is to build an image that will induce the right kind of attention and cause people to take an interest in you.
Generating Leads: Hand in hand with creating the impression is encouraging contacts with specific people who might become customers.
Qualifying prospects: A matter of separating wheat from the chaff, of not wasting your time on those who do not have the means or the need to buy from you.
Presentation: The salesperson’s pitch. The phase in which the salesperson tailors the capabilities being offered to the specific needs and desires of the individual who might buy.
Resolving objections: In which the prospect does the hemming and having and tries to say “I’ll think about it,” and the salesperson uses that hemming and having to remove the final barriers to the sale.
Closing the sale: The act – and art – of persuading the customer to say yes.
Execution and service: Managing the fulfillment of the terms of the sale in such a way that the customer is satisfied both now and later.
Building relationships: Personal contacts that take place after the first sale between the customer and the salesperson or the company or preferably both.
Repeat business: The pot of gold at the end of the rainbow the reason for taking such trouble to deliver great service and build relationships.
Top Comment : Radhakrishnan Nair | 06 11 2008 00:38:47 +0000Hi Rohit, Very useful point for the business development team. Thanks for the notes. Regards, Nair.
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