DO ACTUAL SELLING of product or services

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1. ACTUAL SELLING OF PRODUCTS AND SERVICES

2. At the end of this lesson you should be able to: Do the actual selling of your enterprise be it a product or a service. Apply sales management strategies.

3. A good seller is good in asking questions to determine the customer’s needs and desires

4. SELLING STRATEGIES 1. Cold Calling the process of approaching prospective customers or clients who were not expecting such an interaction. It’s about starting a conversation, understanding what the person on the other end of the line needs, and figuring out how you can help. It’s about making connections that matter.

5. emphasize customers’ needs and meeting those needs with solutions combining products or services. Benefits Consultative selling can help build trust with customers It can be effective for selling high-ticket items It can help sales professionals become more valuable resources and partners to their customers 2. Consultative Selling

6. An example of consultative selling may occur when  a customer visits an appliance store to purchase a refrigerator . The consultative salesperson asks the customer questions about what's motivating them to buy a new refrigerator. The salesperson uses the information to present products that satisfy the needs

7. face to face presentation, demonstration and sale of products or services, usually at the home or office of a prospect by the independent direct seller. 3. Direct Selling EXAMPLES : Avon : A company that uses independent sales representatives to sell beauty and personal care products.

8. 4. Persuasive Selling It calls for the ability of the seller to persuade his buyer according to the compelling reasons why the buyers need to buy your enterprise. For example, if you give a customer a free product sample, they will feel obligated to buy it from you. The Power of Scarcity: If people believe a product is scarce, they are likelier to want it. For example, if you tell a customer that only a few items are left in stock, they are more likely to buy them from you a sales technique that aims to convince a customer to buy a product or service by understanding their needs and presenting the product's benefits

9. To gain success in selling, the following steps may be followed

10. 1. Prospecting Qualifying Prospects a potential customer who is interested in a company's products or services . the process of identifying and contacting potential customers to generate new business:  examples: classmates, relatives, churchmate, friends, students

11. a. Prospecting – You can get prospects from a number of sources. oftentimes, referral from existing customers is the best way. What you only need to do is ask. On the other hand, qualifying prospects is an activity where you are trying to determine whether you are likely to buy. The importance of this is based on the premise that not all prospects meet the criteria to buy.

12. b . Sales Presentation – It is the time when you are presenting your product or service to your customers with the objective to stimulate further their interest. Oftentimes, this activity begins with open - ended questions. It helps you discover what your customers want and need.

13. 4 types of sales presentation stimulus –response where you try to offer the necessary information (stimulus) at the right time to make your clients buy (response). formula selling - can refer to using a formula to calculate a selling price or to guide a salesperson through the buying process, more thorough in providing your product information. The advantage of this is that it reduces the risk of loosing important information.

14. c. canned presentation- is a sales presentation that is standardized and memorized by a salesperson. The presentation is written down and includes all the key selling points in a specific order. 

15. d. n eed presentation involves asking questions and listening to customers answers to identify their needs and desires. used to convey important ideas and influence an outcome , such as when you're selling a product or service or motivating employees.

16. 3. Handling questions – Usually, prospects are objecting based on costs, benefits or both. They also do it because they do not see the necessity to buy. Others do the objection because they want the deal to be more beneficial for them. In this step you need to be patient and demonstrate interest in you clients’ need.

17. 4. Closing This is one of the important steps because in this stage you will ask your clients orders and secure their commitment to purchase.

18. 5. Build Long –Term Relationships Build Long –Term Relationships – Let it not be said that the closing is not the end of selling but the beginning of your long -term relations with the customers. It involves follow - up sales to see to it that they are satisfied with your enterprise. William A. O’Connell came up with a conclusion in his research that conducting the follow – ups is necessary to obtain repeat sales from existing customers. It also costs about half the amount needed to close a sale with a new customer. build long-term relationships with customers, you can focus on communication, service, and value. You can also try to understand your customers' needs and concerns, and provide personalized support.