Page 116 - EBOOK DPM 10013 POM-FINAL 25.10.2021

Table 8.7: Six steps in personal selling

Six steps in personal selling

The first step in the sales process is prospecting, which

entails locating new customers, also known as prospects.
STEP 1 PROSPECTING Prospecting's purpose is to build a database of possible

clients and then engage with them in a methodical
manner in the hopes of converting them from potential

to existing customers.

The pre-approach is used to prepare for the presentation

by conducting customer research and setting
presentation goals.

STEP 2 PRE-APPROAH The information gathering activities required to obtain

relevant details about the prospect are included in the
pre-approach process. It is an attempt to learn more

about the prospect, such as his ability, need, authority,

and capacity to purchase.

This is your chance to make a good first impression.
Introduce yourself, explain the aim of your call or visit,

and create a relationship with your prospect to do this.
The importance of first impressions in gaining a
STEP 3 APPROACH customer's trust cannot be overstated. First and

foremost, you work to create a rapport with the
customer. Introductions, small conversation, warm-up

questions, and a basic explanation of who you are and

what you represent are typical.

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