Professional Salesmanship-BSBA/6 Steps in the Selling Process.
Summary
TLDRIn this educational video, Professor Alan outlines the six essential steps to professional salesmanship: prospecting, researching, approaching, presenting, handling objections, and closing deals. He explains the importance of understanding customer profiles and using effective communication strategies to overcome objections and close sales. The video is a comprehensive guide for IBSBA students to enhance their sales skills.
Takeaways
- đŒ The six steps in the selling process are essential for becoming a good salesperson.
- đ Step 1: Prospecting involves identifying potential customers, using referral or non-referral methods.
- đ§ Referral prospecting involves getting referrals from friends, coworkers, and associates, while non-referral prospecting includes reaching out to people you know, old clients, and strangers.
- đ Step 2: Researching requires gathering vital information about prospects, such as their personal details, financial resources, buying patterns, and personality types.
- đ Step 3: Approaching the prospect involves contacting them through phone, email, or in-person, introducing products, and highlighting consumer benefits.
- đ„ Step 4: Presentation should establish legitimacy, rapport, highlight product benefits, and engage the client with a customized approach.
- đââïž Step 5: Handling objections includes preparing answers, listening carefully, staying calm, being friendly, and offering reassurances.
- đ Step 6: Closing the deal requires recognizing buying signals, such as the client asking about product details, price, and payment options.
- đŹ Recognizing buying signals such as nodding, asking for details, or negotiating indicates readiness to close the deal.
- đ Sales presentations should be rehearsed, focused on the client's needs, and provide the client with a printout of the details.
Q & A
What is the main topic of the video?
-The main topic of the video is 'professional salesmanship', focusing on the selling process and techniques for effective sales.
How many steps are there in the selling process according to the video?
-There are six steps in the selling process: prospecting, researching, approaching the prospect, presentation, handling objections, and closing the deal.
What are the two types of prospecting mentioned in the video?
-The two types of prospecting mentioned are referral prospecting and non-referral prospecting.
What is referral prospecting?
-Referral prospecting is based on recommendations from friends, officemates, and associates, where they refer potential customers interested in products and services.
What does researching involve for a salesperson?
-Researching involves gathering vital information about prospects, including personal details, financial resources, buying patterns, and personality types.
How can a salesperson approach a prospect?
-A salesperson can approach a prospect through phone, email, or in person, introducing themselves, their products and services, explaining benefits, offering discounts or rewards, and demonstrating the product.
What are the 11 essentials of an effective presentation as outlined in the video?
-The 11 essentials include establishing legitimacy and expertise, establishing rapport, mentioning all benefits, having conviction, being clear and precise, being creative, customizing the presentation, keeping the client interested, allowing the client to speak, providing a printout, and rehearsing and critiquing the presentation.
How should a salesperson handle objections from customers?
-A salesperson should prepare responses to objections, listen to the client, respond promptly, keep a cool head, be friendly, skip to the point, reassure the client, allow concessions, make referrals if necessary, and maintain contact with the client.
What are buying signals that indicate a prospect is ready to close a deal?
-Buying signals include closely examining the product, asking for more details, nodding in agreement, smiling, asking about delivery or installation, negotiating price or discounts, asking for assurance on quality or durability, and inquiring about payment methods and company policies.
What is the final step in the selling process discussed in the video?
-The final step in the selling process is closing the deal, which involves recognizing buying signals and responding appropriately to secure the sale.
Outlines
đ Introduction to Professional Salesmanship
Professor Alan begins the video by addressing IBSBA students and introducing the topic of professional salesmanship, which is part of their course. He outlines the six steps involved in the selling process that are essential for becoming an effective salesperson. The steps include prospecting, researching, approaching the prospect, presentation, handling objections, and closing the deal. The first step, prospecting, involves identifying and listing potential customers through referral and non-referral methods. Referral prospecting relies on recommendations from friends, officemates, and associates, while non-referral prospecting targets people known to the salesperson, previous clients, and even strangers. The video emphasizes the importance of understanding these steps to excel in sales.
đ Techniques for Approaching Prospects
In this segment, Professor Alan discusses the methods of approaching prospects, such as through phone, email, or in-person meetings. He advises salespeople to introduce themselves and their products, explain the benefits, and offer discounts or rewards. Demonstrations and asking questions are also part of the approach, along with using statistics and compliments to build rapport. The video then transitions to the next steps in the selling process, urging viewers to subscribe for updates. The fourth step, presentation, is outlined with 11 essentials, including establishing legitimacy, building rapport, mentioning benefits, and customizing the presentation to the client's needs. The fifth step, handling objections, provides strategies such as preparing responses, listening, staying calm, and reassuring the client.
đ Closing the Deal and Engaging the Audience
The final part of the video focuses on the sixth step in the selling process: closing the deal. Professor Alan explains the importance of recognizing buying signals from prospects, such as examining the product closely, asking detailed questions, nodding in agreement, smiling, and negotiating price. These signals indicate the customer's interest and readiness to buy. The video concludes with a call to action for students to share the content and engage with the channel. The presenter thanks the viewers, encourages them to like and share the video, and looks forward to their next encounter in a future video.
Mindmap
Keywords
đĄProfessional Salesmanship
đĄProspecting
đĄReferral Prospecting
đĄResearching
đĄApproaching the Prospect
đĄPresentation
đĄHandling Objections
đĄClosing the Deal
đĄBuying Signals
đĄPersonality Types
đĄDemonstration
Highlights
Introduction to professional salesmanship
Six steps in the selling process
Step one: Prospecting
Types of prospecting: referral and non-referral
Referral prospecting based on recommendations
Non-referral prospecting among acquaintances and strangers
Step two: Researching
Importance of knowing personal and financial information of prospects
Understanding buying patterns and personality types
Step three: Approaching the prospect
Techniques for approaching prospects through phone or email
Emphasizing consumer benefits and offering incentives
Step four: Presentation
11 Essentials of an effective presentation
Establishing legitimacy and rapport
Handling objections in step five
Strategies for responding to customer objections
Step six: Closing the deal
Recognizing buying signals and closing techniques
Encouragement to share the video and subscribe
Transcripts
ibsba students
good day to all of you
Professor Alan
At Your Service
in today's video let's talk about
professional salesmanship
yes because one of your subjects in your
course
is this subject
professional salesmanship right
so are you ready to watch the full video
if yes so let's get
started
welcome back to our video
is
six steps
in the selling process
so to become a good salesperson
you need to know
these six steps
right
so six steps of the selling process
are the following step one prospecting
step two
researching
and step three
approaching the prospect so let's
explain step one prospecting so
prospecting is identifying and listing
prospective customers that you will
approach later on
this method is widely used by season
salesperson
and real estate brokers
right
so there are two types of prospecting
number one referral prospecting and
number two non-referral prospecting
so what is referral prospecting
prospecting based on repairers by our
friends office mates and Associates
prospects
the products nothing and services so
that is what we call referral
prospecting
non-repeller prospecting are
number one prospecting among people you
know
example our friends our relatives
Associates and acquaintances Sila young
first not in lapitan
to
to know if they are interested to buy
our products and services
number two prospecting among old clients
yes I'm a regular clients not in all
clients
possible they will buy again our new
products and services
and of course prospecting among total
strangers
person they go out from their office
so they travel they used their cars to
meet strangers and introduce their
products and services prospecting
[Music]
all right so step two researching so
when we research of course we don't we
should know Vital Information about our
prospects for example
we need to know their personal
information
foreign
sex religion addresses
email and contact numbers
educational background
[Music]
and the like
and of course their Financial Resources
the abilities and capacity to be
and number three buying patterns do they
buy products weekly monthly or sometimes
only and number three personality types
buyer
analytical or suspicious buyer
something like that all right step
number three
approaching the prospect so how do we
approach our Prospect
for example through phone or through
email or we need to talk to them
personally or we meet them personally
[Music]
we can introduce ourselves
we can introduce our products and
services we can explain to them the
benefits of using the products
emphasizing the
consumer benefit right
then we need to this is our chance to
offer
discounts freebies premiums or rewards
and we can start our demonstration to
them and of course we need to ask
questions also
then we use statistics
then we pay complement to them right
those are the
techniques and strategies on how we
approach our prospects
all right so students
before we move forward to our
steps four five and six
continent
if new Bureau work has a channel go
please hit the Subscribe button below
and notification Bell but updated
thank you and God bless to you steps
four five and six in the selling process
are the following step four
presentation
step 5 handling objections and step 6
closing the deal
so let's explain one by one
step four
presentation so there are 11 Essentials
of an effective presentation number one
and establish your legitimacy and
demonstrate your expertise number two
establish Rapport number three mention
all the benefits your products or
service offers
number four have conviction number five
be clear and accurate and precise number
six be creative and give life to your
presentation number seven customize your
presentation according to the
personality interests and needs of the
client number eight try to keep the
client interested and focus on your
presentation number nine give the client
a chance to speak out and listen to
everything he has to say
number 10 provide the client with a
printout of your presentation and number
11 rehearse and critique your
presentation
so students
now we know
presentation moving forward to step 5
handling objections yes students as a
salesperson there are times that we
hear objections from our customers
how do we deal with this
objections or rejections answer number
one prepare Ready Answers to possible
objections number two listen to all the
clients for men's queries and objections
number three respond promptly number
four keep a cool head number five be
friendly and pleasant number six always
skip to the point number seven reassure
the client number eight allows more
concessions number nine don't hesitate
to make a referral number 10 don't lose
contact with a client right so and
strategies on how we handle customers
objections and rejections moving forward
to our last step step 6 closing the deal
answer number one by
knowing the buying signals of our
prospects or customers and yes responses
yes
on how we close the deal
I'm buying signals and yes responses now
prospects or clients
and by that might close the deal natayo
example buying signals number one number
one closely examines the product and
there is the label ask you to describe
the product
or service in more detail or ask a lot
of questions regarding the terms of the
sale number two nods in agreement or
says yes to your explanations number
three smiles a lot number four ask
details about the delivery or
installation number five starts to
negotiate about the price
discounts when the like number six asks
for Assurance regarding the product's
quality or durability and number seven
ask about the mode of payment and
related company policies yes students
some prospects and customers that have
been that's the time you close the deal
all right
so students hope you learn from our
video content today
please share this video to your friends
all right see you in my next video thank
you God bless and two thumbs up
thank you
[Music]
foreign
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