However, getting a customer to purchase a product is not always the objective of personal selling. For instance, selling may be used for the purpose of simply delivering information. Because selling involves personal contact, this promotional method often occurs through face-to-face meetings, telephone conversation, video conferencing, or online chat.
What is selling, really? Ask ten salespeople you'll get ten different answers. Ask ten executive, you'll get ten more. But what is selling, really? IMHO, selling can be boiled down to the following basic principles: Selling is 60 percent listening and 40 percent talking.
When you're having a conversation with a customer, your main goal is always to figure out how and whether you can help that customer.
This is impossible when your mouth is open. A sales message consists of two sentences. If you can't get your sales message down to these two short sentences, you're not selling, you're blathering.
Customers care about their business, not about you. Every sales conversation should take place from the customer's perspective rather than from your perspective. It's never "my product is great. Your reputation always precedes you.
In today's hyperconnected world, you can assume that anyone who might possibly buy anything from you knows exactly who you are.
Even if you're calling out of the blue, your life history is just a Google search away. Selling is all about relationship-building. Contrary to much of the foolishness that gets passed around as "sales wisdom," customers will only buy from you if they trust you, respect you, and like you.
Everything else pales by comparison. I think that pretty well sums it up, but I'm open to new ideas. So here's my question: Leave a comment or send me an email! I'll gather up the best ideas into a future post, and send a copy of my book on B2B Selling to the best response.
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May 1, Like this column? Sign up to subscribe to email alerts and you'll never miss a post.Personal selling (or salesmanship) is the most traditional method, devised by manufactures, for promotion of the sales of their products. Prior to the development of the advertising technique, personal selling used to be the only method used by manufacturers for promotion of sales.
The Personal Selling Process Personal Selling and Customer Relationship Management Attributes of a favorable supplier include the ability to Deliver a coordinated set of products and services to many locations Work with customer teams and improve products and processes Listen to customers and understand their needs.5/5(3).
Read this article to learn about the meaning, definition, features, merits, role and importance of personal selling! Personal Selling is a personal form of communication where direct face to face conversation takes place between the buyer and the seller for the purpose of exchanging goods and services.
7 Important stages in personal selling process. The personal selling process consists of a series of steps. Each stage of the process should be undertaken by the salesperson with utmost care. The stages in personal selling are briefly explained below. 1. Personal selling is a promotional method in which one party (e.g., salesperson) uses skills and techniques to build personal relationships with another party (e.g., those involved in a purchase decision) that results in both parties obtaining value.
Discuss Of The Principles Of Personal Selling In anything that we do there must be a principles or rules that we must follow or embark on in order to succeed in our pursuit of goals.
Sales process is a systematic approach to selling a product or service thus successful sales can be achieved if the systematic approaches are being strictly obeyed.