kişisel satış nedir?/what is personal sales?

The Personal Selling Process: Building Relationships

1. Prospecting: Search for and qualify prospect. Start of the selling process; prospects produce advertising, referrals, and cold canvanssing. Three types of prospects: i) Lead: Name of a person who may be a possible customer. ii) Prospect: Person who wants or needs the product. iii) Qualified prospect: Person who wants or needs the product, can afford to buy it, is the decision maker.

2. Preapproach: Gather information and decide how to approach the prospect. Information sources include personal observation, other customers, and own salespeople. -Obtaining further information on the prospect. - Deciding on the best method of approach. -Important in international selling (customs dictate protocol). -Failure to learn as much as possible about the prospect is unprofessional and can ruin a sales call.

3. Approach: Gain prospect's attention, stimulate interest and make transition to the prensentation.First impression is critical; gain attention and interest through reference to common acquaintances, a referral or product demonstration.The approach stage involves the initial meeting between the salesperson and prospect, where the objectives are to gain the prospect's attention, stimulate interest, and build the foundation for the sales presentation itself and the basis for a working relationship. First impressions are critical. The approach stage is very important in international settings. In many societies, considerable time is spent establishing a rapport between buyers and sellers. Besides a different pace, different actions may be required-for example, it is important to know how to exchange business cards and when to shake hands-as well as when not to.

4. Need discovery:

5. Presentation: Begin converting a prospect into a customer by creating a desire for the product or service.Different presentation formats are possible; however, involving the customer in the product or service through attention to particular needs is critical; important to deal professionally and ethically with prospect skepticism, indifference, or objections. i) Stimulus Response Format: -Assumes that the appropriate stimulus by a salesperson, the prospect will buy. -Salesperson tries one appeal after another. -Often for simple situations . ii) Formula Selling Format: -Information must be provided in a manner that is accurate, thorough, step-by-step. -Canned sales presentation memorized, standardized message, conveyed to every prospect. -Lacks flexibility. -Lacks spontaneity. -Does not provide much feedback. iii)Need Satisfaction Format: -Emphasizes probing and listening identify needs and interests of prospective buyers. -Presentation is then tailored to the prospect. -Product benefits valued by the prospect are highlighted. iv) Adaptive Selling: -Adjusting the presentation to fit the selling situation. - Knowing when to offer solutions and when to ask for more information. v)Consultative Selling: -Focuses on problem identification. -Salesperson serves as an expert on problem recognition and resolution. -Novel solutions often arise. -Creating unique value for the customer.

6.Handling Objections: -Acknowledge and convert the objection. -Postpone, when the objection will be addressed later in the presentation. -Agree and neutralize. -Accept the objection. Probe for the reasons behind it, and attempt to stimulate further discussion on the objection. -Denial. When an objection is clearly untrue, it is wise to meet it head on with a firm denial. -Ignore the objection when it is a stalling mechanism or is clearly not important to the prospect.

7. Closing: Obtain a purchase commitment from the prospect and create a customer. Salesperson asks for the purchase, different approaches include the trial close and assumptive close. i) Trial Close: Asking the prospect to make a decision on some aspect of the purchase. ii)Assumptive Close: Asking the prospect to consider choices concerning delivery, warranty, or financing terms under the assumption that a sale has been finalized. iii) Urgency Close: Used to commit the prospect quickly by making reference to the timeliness of the purchase. iv) Buying Signals: -Knowing when the prospect is ready to buy. -More difficult in cross-cultural buyer-seller negotiations where societal customs and language play a large role.

8. Follow-up: Ensure that the customer is satisfied with the product or service. Resolve any problems faced by the customer to ensure customer satisfaction and future sales possibilities. -Making certain that the purchase has been delivered, installed, any difficulties are addressed. -Solidifies the buyer-seller relationship. -Cost and effort to obtain repeat sales from a satisfied customer is half of obtaining a new sale.

Source:www-rohan.sdsu.edu/.../notes/chapt20/index.htm

Look at the Dan Kennedy's "Sales and Persuasion Strategies" What do you think?

Control Prospects And Customers As If Taking Away Their Free Will
With Drugs Slipped Into Their Drinks Or By Mesmerism

Erase All Obstacles: How to convince the prospect to set aside all his normal and customary "rules" about making decisions, buying, spending, investing and conducting business. People DO have ‘customary’ ways of responding to offers to buy things. You do NOT want to be controlled by their ‘customary’ ways. Let everybody else they do business with be governed by such ‘rules’, but NOT YOU!!!!

Client/Customer Training: how to insure that your customers do business with you ON YOUR TERMS, AS YOU PREFER – without resistance or complaint.
NON-Consensual Selling. Brace yourself, but that’s what I want you to do – just reach right into his jacket pocket and take out his wallet, with style and class like a cat burglar in an old movie played by Cary Grant or David Niven (not some street thug). BUT THE CUSTOMER HAS NO CHOICE. And I’ll tell you how to TAKE AWAY HIS CHOICE IN THE MATTER and make his buying decision a foregone conclusion.

The Pavlovian Power Play. You know, the Pavlov’s Dog thing. The dog or rat or some animal is programmed to associate a bell with food, so whenever a bell rings he comes running. Well, unknown to you, your customer/client/patient has been PROGRAMMED WITH DEEPLY IMBEDDED COMMANDS HE IS HELPLESS TO IGNORE, and all you need do is decode the commands (I’ll tell you how. It’s easy.)…..match up your sales presentation to trigger those commands….and he says yes or rolls over to have his tummy scratched every time.

Render All Competition, All Possible Comparisons Impotent And Irrelevant –
Take Choice Out Of The Selling Equation Altogether

NEVER Compete For Business Again. Instead, have people "competing" to buy from you! As TV commercials, the internet and cheap-price vendors conspire to commoditize just about everything and teach customers to buy only by lowest price, you need new, even radical strategy to turn the tables on ‘em.

Understanding What ALL Selling Is REALLY All About – and it’s NOT ‘service’ or ‘win-win’ or ‘consultative relationship’ or any other such ‘soft stuff.’ At its essence, there’s only one 5-letter word that accurately defines selling, and tells you how to win big in every selling situation.

Dan’s Ultimate Big Idea: the ONE thing you must NEVER DO....that 99.9% of all sales professionals and most service providers, business owners, consultants do. Get this out of your system, rid yourself of this simple mistake…and watch your income soar!

The Cure For Commoditization: how to make whatever you sell "unique" and NOT subject to price comparison.

Warning: people do NOT buy your products or services. The salespeople and business owners who insist on selling products and services stay stuck at the bottom of the income totem pole. Understand THE ONE THING that people do ACTUALLY BUY, change your language to connect to that one thing, and – bingo! – Your income goes up, your size of sale goes up, and resistance melts away like butter on a Phoenix sidewalk in July.

How To Quickly Move Your Prospects And Customers To Asking You What They Should Buy, Which Of The Options You Offer
…..and NOT Asking Any Other Questions!

The Three Tipping Points: there are (only) three Tipping Points, where the prospect/customer/client/patient is moved to trust you and accept your advice and recommendations or moved to distrust you and feel uncertain, anxious and worried about the ideas you advance.

"Be Taller, Instantly" – that’s the headline on an ad that has run in many men’s magazines for decades, selling shoe-lifts. Well, there’s a single, incredibly, irrationally powerful "status-lift" you can use to instantly "be taller" i.e. more important, more trustworthy, more expert and more influential in the eyes of prospects, clients and patients as well as associates, lenders and investors. You could quite easily triple your income with this Instant Status & Income Elevator.

R-E-S-P-E-C-T. The simple secret to insure that your prospects, customers, clients or patients treat you and respond to you with deferential respect, as if they were meeting with the King of Siam!

Why Not "Close" EVERY Sale?

Are You A "Closer?" While salespeople boast about closing 30%, 40%, 50%....a logical person would wonder: why not 100%? And why should you have to worry about ‘closing the sale’ at all? After all, if the prospect and proposition are well suited to another, and the salesperson is a trusted advisor – how can it be that anything less than his every prescription is filled? Here, now, you will change your attitude about ‘closing’ and stop trying to ‘close’, stop struggling to ‘close’, and instead start engineering the natural and automatic sale.
(By the way, I started in selling using brute force and tough, power closing techniques blatantly, openly and crudely, and I have never lost the ability to bully somebody into buying if need be. But in most cases, that just should not be necessary. That doesn’t mean you don’t use those very same techniques; you do – but with an elegant layer of veneer over top of them, so it seems you aren’t closing a sale at all.)

Advanced Techniques For Making Price A NON-Issue

How To Sell At Substantially, Even Shockingly Higher Prices Than Competitors – yet immunize your customers/clients/patients against "sticker shock." This is a powerful strategy for price presentation that prepares the client to accept a price he would likely find outrageous without this preparation.

Three Giant Mistakes Too Many Salespeople Make With ‘Price’. Most salespeople under-price, negotiate away profit, tremble in fear over price, and lose sales "because of price" – ALL due to three mistakes that can be fixed and need never occur.

Why The Customer Makes A ‘Price Decision’. If your customers shop prices, question price, compare you to lesser priced options, there’s A reason….within YOUR control.

Seven Strategies For Presenting Price. Different strategies for different situations, but know THESE SEVEN and you’ll need no others….and you WILL have an answer for the price question for EVERY selling situation. Frankly, I could embellish this information and turn it, by itself, into a Program selling for – and worth - $500.00 or more in and of itself. But I’ve included all Seven Strategies right here, spelled out, ready to use.

How To SPEED UP The Sale – even in situations with typically slow or elongated sales cycles

The Need For Speed. One key requirement for success in selling is Trust. And so one very good question is: how can we speed up the development of Trust? I reveal the two fastest ways to create trust and rapport. Shorten sales cycles. Get first-presentation closes instead of "think-it-overs". Make more by selling faster.

Stories and Parables. I give you Examples of the Two Essential Stories you need polished, perfected and practiced, ready to use on demand.

My Best Advice Specifically For Business-To-Business Sellers.

How To Capitalize On The Greatest Opportunity Ever. There is a fast-emerging, trends-driven market segment that requires different selling approaches, that most are intimidated by – that you could specialize in….and it exists in EVERY product, service or business category, everywhere in the United States and in many other parts of the world. Especially astute sales pros and business owners are already MULTIPLYING their incomes overnight by turning their attention to this Opportunity within their present business – and it’s in infancy, ready for explosive expansion. DON’T MISS OUT!

Why I’ve Outsold All My Peers By A Country Mile In Every Selling Situation I’ve Ever Been In – from my very first job to my years as one of the highest paid non-celebrity speakers in America to my current tenure as the highest paid freelance copywriter. Yes, I’ve got a secret!...but anybody can copy it. And it’s not mine alone. In fact, it’s behind most of the biggest fortunes made in America, starting with the industrial revolution, including Wal-Mart.

The Secret Weapon. For a number of clients, I’ve devised and built a "Secret Weapon". I describe it, and will show you a few examples of it and from it in this Program. You can build your own Secret Weapon at home, following my lead. With this Secret Weapon, doors previously barred shut will swing open for you…..stubbornly disinterested prospects will start calling you, begging to meet with you……it changes everything.