SALES
Sales are the activities involved in providing products or services in return for money or other compensation. It is an act of completion of a commercial activity.
Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons. Sales are considered by many to be a sort of persuading art.
STEPS IN THE SALES PROCESS
Understanding the basics of the actual sales process, and customizing them for your business are critical in building customer relationships. Whatever you are selling, and whether you sell a product or service, the following steps are the ones you should use.
1. Know your product or service. Before you even have a preliminary conversation with a prospect, it is essential that you clearly understand what attributes make your product or service unique or desirable, and why people should want what you have to offer.
2. Make initial contact. The actual sales conversations with people in your target market begin when you start letting them get to know you and vice versa.
3. Exchange information. This step consists of meeting with your prospects, asking them questions, uncovering their needs, giving them information about your product or service, and determining how it might fill those stated needs. Don't get afraid to acknowledge gaps in your knowledge or understanding because in the end such gaps sincerity comes through in a positive way.
4. Propose a solution. Once you have ascertained that there is a good fit between you and the prospect, you can propose how your product or service would specifically solve a problem or handle a need. By understanding the features and benefits of competing products or services, you can also prove at this point how what you offer is better.
5. Confirm the sale. Rather than focusing on "closing the sale," a term that indicates the end of the process, confirming the sale means you are reviewing the customer's willingness and ability to make a commitment. It is a natural extension of a sales relationship built on a foundation of trust, respect and rapport.
6. Deliver. Although actually delivering your product or service is not technically part of the sales process, it is a very critical step. If you don't deliver, you don't have a sale.
In addition, during this step you have an excellent opportunity to continue to build trust and cement your relationship with your client.
7. Follow up. This is the time to find out how your client likes your product or service.
This stage provides an ideal chance to create repeat business or get referrals to new prospects. And if there is a problem, you have an opportunity to correct it.
To conclude:
The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve his goal at an economic cost is the responsibility of the sales person or the sales engine.
Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales often form a separate grouping in a corporate structure, employing separate specialist operatives known as salespersons. Sales are considered by many to be a sort of persuading art.
STEPS IN THE SALES PROCESS
Understanding the basics of the actual sales process, and customizing them for your business are critical in building customer relationships. Whatever you are selling, and whether you sell a product or service, the following steps are the ones you should use.
1. Know your product or service. Before you even have a preliminary conversation with a prospect, it is essential that you clearly understand what attributes make your product or service unique or desirable, and why people should want what you have to offer.
2. Make initial contact. The actual sales conversations with people in your target market begin when you start letting them get to know you and vice versa.
3. Exchange information. This step consists of meeting with your prospects, asking them questions, uncovering their needs, giving them information about your product or service, and determining how it might fill those stated needs. Don't get afraid to acknowledge gaps in your knowledge or understanding because in the end such gaps sincerity comes through in a positive way.
4. Propose a solution. Once you have ascertained that there is a good fit between you and the prospect, you can propose how your product or service would specifically solve a problem or handle a need. By understanding the features and benefits of competing products or services, you can also prove at this point how what you offer is better.
5. Confirm the sale. Rather than focusing on "closing the sale," a term that indicates the end of the process, confirming the sale means you are reviewing the customer's willingness and ability to make a commitment. It is a natural extension of a sales relationship built on a foundation of trust, respect and rapport.
6. Deliver. Although actually delivering your product or service is not technically part of the sales process, it is a very critical step. If you don't deliver, you don't have a sale.
In addition, during this step you have an excellent opportunity to continue to build trust and cement your relationship with your client.
7. Follow up. This is the time to find out how your client likes your product or service.
This stage provides an ideal chance to create repeat business or get referrals to new prospects. And if there is a problem, you have an opportunity to correct it.
To conclude:
The primary function of professional sales is to generate and close leads, educate prospects, fill needs and satisfy wants of consumers appropriately, and therefore turn prospective customers into actual ones. The successful questioning to understand a customer's goal, the further creation of a valuable solution by communicating the necessary information that encourages a buyer to achieve his goal at an economic cost is the responsibility of the sales person or the sales engine.
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