Sales Process | Steps and Qualities of a Good Salesman

Sales Process

Sales process steps are the systematic way of getting customers on a regular basis. It also allows us to sustain the interest of the customers in the product or service.  As we know, salesmanship is a highly skilled profession. Moreover a person who is to learn the art of inducing prospectus to buy goods which benefits both the seller and the buyer. However is a most difficult job in the modern world.  Therefore a certain important sales process step should be followed by a salesperson. Hence I’m sure on the basis of these sales process steps, you may easily get better results for you and for your business organization.

Sales Process Steps

Below is the list of few important sales process steps that should be approachable by every salesman.

• Pre-approach.
• Approach
• Demonstration
• Objections
• Closing
• Follow up.

Prospecting

Sales processes start with identifying the customers’ needs and location.  Prospecting means the location of new customers. A salesman should not be contended with the customers who purchase the product from him. He should always be on the lookout to add new prospectus to his list. Therefore the location of potential customers will help him in increasing the sales. This is an important sales process step.

Pre-approach

Pre-approach is an important stage in the Sales Process. Before approaching the prospectus the salesman should have full knowledge:

• About the product, the company which he represents etc.
• Personal knowledge about the potential customer.

Approach

Approach is at the third number in the sales process steps.  A salesman should be neatly dressed in the first face to face meeting with the prospect. He should approach the prospect cheerfully and gracefully and under favorable conditions. Moreover he should talk about the business of eth prospectus, his personality, general reputation etc. Although he should not open conversation about the product which can be put off quickly with an answer; “Sorry I do not need it”.

Demonstration

Demonstrating the value of the product or service is the heart of the sales process and sustains the interest of the customer in the product or service. The salesman should use charts, diagrams, booklets, photographs, etc. Thus secure the attention of the product. So he should also explain the usefulness of the product and the benefits which the prospect will derive from the use of product or service etc.

Objections

A salesman should always be mentally prepared to listen to the objections raised by the prospect. He should avoid entering into arguments or controversy with the potential; customer. A skilled salesman actually welcomes objections and answers then through suggestions and persuasions in a mild tone.

Closing

A salesman after creating desire for the purchase of a product or service enters into a crucial stage of closing the sale. An efficient salesman recognizes the precise moment at which the customer reaches a decision and then he closes the sale promptly. For instance, if a prospect begins to pause in making a final decision, the salesman steps in and closes the sale. Similarly, if the facial expression of the prospectus indicates willingness, it is time to close without sale. If the tone of the buyer is low, then the sale can be closed without offending the customer. So the salesman should congratulate the prospect on the close of the sale and appreciate him on his good judgment.

Follow Up

When the prospectus signs the order, the sales process does not finally end here. A salesman should follow up in the supply of goods or service as per conditions of the order. On the basis of these sales process steps, I’m sure you can gain better results for your Business Organization. Though sales process steps look a bit easy to follow, they are not as easy as you think so. You will work hard on all these sales process steps, especially your communication skills matters a lot in this regard. In addition a salesperson should be a good speaker.

Qualities of a Good Salesman

Every customer is an individual. The salesman should have the ability to deal with each customer according to his feeling, tastes aptitude. So the basic qualities which a salesman should possess are as under:-

Should know the Qualities of the Product

A good salesman should know his product. He should be in position to answer the questions raised by the customer about the usefulness of the commodity which he intends to buy.

Customer’s Likes and Dislikes

The reaction of the customer is indicated by his body movement or his facial expression. Also the intelligent salesman would immediately assess the likes and dislikes of the customer. If the customer shows a liking of a commodity but by knowing its price decided to leave the shop. Then the salesman would immediately shift his attention to an equally good commodity with a low price manufactured by another firm. Thus it will lead to the close of the sale.

A Positive Approach to the Sale

An alert and good salesman would always adopt a positive approach to the sale of commodities. He will for instance, say to customers “May I show you, sir, a new product”. (The negative approach is “I hope you won’t like to see a new product). Hence he is not supposed to be a loose talker.

Praise should be Fair

A Salesman should give due-praise to the taste of the customer on the selection of the commodity. The customer is definitely pleased with the gentlemanly behavior of the salesman. So the praise should be judicious and may not be considered flattery.

Knowledge of Technique of Selling

A salesman should have knowledge of the technique of selling. He should be aware of the basic principles of attending the customers.

Personal Qualities

A salesman should possess the following character/qualities which are:

• Courage
• Initiative
• Self Control
• Diligence
• Courage
• Stability
• Cheerful-ness
• Straightforwardness
• Good appearance
• Maturity