Overview of Personal Selling Flashcards
What is “interpersonal communications?”
Communications between a buyer and a seller.
- Preferably face to face
- Online, text, call, zoom, etc.
What MUST be built in your relationship with the buyer?
TRUST!!
Personal Selling in 5 steps:
1) Communicating
2) Building Trust
3) LEARNING customer’s needs
4) SHOW features and benefits
5) (some) Persuasion
What is a “sales cycle?”
Average time for sale completion - from first contact to purchase.
-lots of meet times, presentations, negotiations,
-for weeks, months, years (LT relations)
(5 traits) successful salespeople have…
-Listening skills
-Long-term relations
-Patience (and skill) to endure long processes
-Strong teamwork with team and others
-Understanding of building (custom) value, and showing it.
The 4 Basics of Consultative Selling:
1) Product EXPERTISE
2) CLEAR Roadmap
3) ASK Questions
4) SELL SOLUTIONS
Elaborate on, “the customer’s perception is their reality” :
THEY ARE LOOKING FOR VALUE
- by their standards, their requirements
- “put yourself in prospects shoes”
- problem solve and consult
- involve internal and external groups
Definition of Consultative Selling:
To DISCOVER and help REACH personal/company GOALS with information, product, service and organization’s support.
Adaptive Selling:
Ability to adjust the sale motive to meet customer’s need(s)
Need Satisfaction Selling:
ASSUMES customer is buying for a NEED
Problem-Solving Selling:
Above and beyond approach. Helps identify needs AND develop solutions the sale can offer.
What are hunters and farmers?
Hunters = new, beginning businesses
Farmers = existing businesses
> order takers, product innovation, etc.
Difference between inside and outside sales:
Inside = Making sales by phone/online
Outside = In person (out of place of business)
“Combination Sales Job”
Handling multiple tasks in a sale while in same position.
“Sales Support”
tech support & detailers (describes product to actual salesperson)
