The personal selling process involves seven steps that a salesperson must go through with most sales. The Personal Selling Process The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a product or service and finish with a follow-up contact to ensure purchase satisfaction. Make the sales presentation relevant. A sales flow diagram represents the steps and activities that support the sales of a product or a service. What you won’t find laid out in the sales process are the salespeople tasked with carrying out the process, the sales managers committed to coaching to it, and sales leadership that fosters an open and supportive culture. If you continue browsing the site, you agree to the use of cookies on this website. A more formalized presentation, the formula selling presentation format, is based on the view that a presentation consists of information that must be provided in an accurate, thorough, and step-by-step manner to inform the prospect. The process of selling involves the following steps: (i) Pre-Sale Preparations: A salesman has to serve the customer and must identify a customer’s problems and prescribe a suitable solution. Let’s make this clear right off the bat: a sales presentation is not a sales proposal. 1. The first of the seven steps in the sales process is prospecting. Start building your presentation. Clipping is a handy way to collect important slides you want to go back to later. See our Privacy Policy and User Agreement for details. You represent your company, so Sales and Advertising The formula has been briefly discussed here: i. Presentation.  Presentation helps in convincing the customer that the salesman's product is the best one for satisfying his need. Chapter 2 Personal Selling: Preparation and Process SDM-Ch.2 1 Learning Objectives • To understand psychology in Understanding and interpreting_body_language, No public clipboards found for this slide. Users can easily alter aspects such as colors, fonts etc. A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. A lead is a potential buyer. The selling process is a set of activities undertaken to successfully obtain an order and begin building long-term customer relations. Because the whole process may be complex, this template will help you present the data in the simplest possible way. The PowerPoint … With this in mind, it’s perhaps best not even to think of selling as a ‘sales’ process or something exclusive to the sales team and alien to the rest. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. Download Free PowerPoint Flow and Process Diagrams now and see the distinction. This is a Keynote presentation template. Selling Process is a complete cycle which starts from identifying the customers to closing the deal with them. The entire process consists of seven major steps. 2. Chapter 14 - The Sales Process Chapter 14 - The Sales Process . This is why the needs assessment is so important and why it will ideally flow in and out of this step. Be brief, and begin with an attention-getter. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. It is the tipping point that decides whether or not you are going to convert your prospects into customers. This presentation will give the overview of how the sales person can perform intelligent conversion in the sales qualification process using Apptivo Sales Management. You can change your ad preferences anytime. A sales deck is an essential aspect of the sales process. Start with a sales process template. Pre-Selling Process - Solution Presentation Selling methods and process has undergone a lot of changes in the recent times. Repeat sales. The Close Eighty percent of sales are lost because a salesperson fails to close. It features different sales flow diagrams, each of which will suit your needs to the fullest. The prospecting and qualifying step relates to the needs awareness step in the buying process. Writing a sales presentation: The process. PowerPoint Sales Presentation Template This is a little like the selling process. presentation (complete with exhibits) for you to use in facilitating the session. • Explain the structure and objectives of a sales organisation. Sales process is a structured framework for generating more sales with relative ease in less time. 3. These artifacts include the sales team, stakeholders, probability, rating, sales stages, and business processes. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. The difference between solution selling and Insight selling is brought to light. This PowerPoint template is adaptable to every salesperson. For example, you can see where customers get stuck along their decision-making journey, which gives management the opportunity to develop remedies and smooth the process. The success of a consultative sales process takes more than even the most clearly defined stages, models, and tools. The communication view of the Selling Process is much richer and comprehensive view of Salesmanship. Your suggestions are also welcome on this ppt Thanks Rajeev:idea: 13th June 2008 From India, Delhi Attached Files . Now customize the name of a clipboard to store your clips. It is more relevant is B2B business sales where the sales cycle is not short and might take a longer duration to close. They say the same thing in every presentation and hope that something in their presentation will appeal to the prospective customer. Based on that, the salesperson can prepare how best to respond. PowerPoint template is an integral part of a business presentation. A PowerPoint sales pitch allows you both to capture the messages you want to present to prospects (straight from the minds of your best sales people) and to distribute these messages in a way that others can use too. Depending on how the rep approaches sales, they might provide a bad experience for the buyer; Sales managers can't glean team-wide data; So, how can you make a sales process that works for your team? Depending on how the rep approaches sales, they might provide a bad experience for the buyer; Sales managers can't glean team-wide data; So, how can you make a sales process that works for your team? 1. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. The analysis revealed concrete behaviors and patterns across the entire sales process that lead to successful outcomes. It lays out a repeatable series of steps a salesperson takes to turn an early stage lead into a new customer. They can ask questions to discover the specific need of the customer and can get feedback and adjust the presentation as it progresses. … A sales process is the set of sales steps that help a sales rep in closing and converting a deal. PRESENTATION  Presentation or sales presentation is a process during which the salesman tries to attract the attention and the interest of the customer towards the product. By learning about potential customers early on, the salesperson can think about what these prospects may say or do in the actual sales presentation. The process isn’t only limited to business-to-consumer sales; it’s also the process that IBM will use to sell servers to a corporation, that Accenture will use to sell consulting services to a technology company, or that the Coffee Brewers Company will use to sell espresso machines to coffee shops. Prospecting & qualifying Pre-approach Approach Presentation & demonstration Handling objections Closing Follow-up Identify qualified potential customers Learn as much as possible about customer Make a relationship Tell the product “story” & … It’s the only sales process post based on hard data. It's important to be familiar with the cycle your team abides by — and use it as your compass to navigate the storm that selling can be. Negotiating. Our Sales Process PowerPoint template can visually communicate the sales decision making process. Now, you can impart the same knowledge to your team and let them gain useful information on the topic. A clear sales process helps you identify patterns and provides insights. Our Sales Process PowerPoint template can visually communicate the sales decision making process. Though, the process is not as easy as it sounds. Let us go through the effective sales plan process with the example of Air conditioners small business seller. Formula Selling Format. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. Check out the Hubspot charts library if you need marketing and sales slides that provide your case. Ready for more? The selling process is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify Pre-approach Approach Presentation Overcome objections Close the sale Follow-up. Jump to PART 2: How to choose the right sales process stages and tasks. Appendix II discusses the four most common mistakes in sales process mapping and how to avoid them. Here, both buyer and seller are active participants and in the direct face to face communication. In this stage, you find potential customers and determine whether ... 2.  It relieves the … Prospecting It aims to anticipate customer needs. It begins before you make contact with a prospect and often continues long after the sale is finalized. Sales Process Template. The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. Almost every professional who belongs to the industry knows about them. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. This Sales PPT was designed with the audience in mind, is easy to edit and includes eye catching icons.The PowerPoint Diagram includes eight fully editable slides – easily change colors, text, and photos to suit your personal or business needs and style. Writing a sales presentation: The process. A nd marketing … Rather, it’s a sales pitch that comes at the start of the process when your prospect agrees to learn about your business. The sales presentation or demonstration is the point in the selling process where the salesperson shares the features, advantages, and benefits of the product. Traditional selling process comprising of 7 steps is mentioned in this PPT. Open this template to view a detailed example of a 7-step sales process that you can customize to your use case. A quote is marked Closed as Won to create a sales order. Jump to PART 2: How to choose the right sales process stages and tasks. View Selling Process.ppt from MARKETING 101 at Savitribai Phule Pune University. The activities apply to all forms of selling and can be adapted to most selling situations (including non-product selling such as – selling an idea). I have been victim to this approach more times than I care to remember having been subjected to many “canned” PowerPoint presentations. Keep it simple, and make it clear that the suggested changes doesn´t jepordize existing business. In this you will get to know what actually personal selling is.. in a more easily understandable language. Looks like you’ve clipped this slide to already. These vertical sales process PowerPoint template will assist the presenter to streamline the objective and requirement of companies. Also he must know the customer, himself and the company. Attached ppt will give help while crafting other training modules as well. You're also selling yourself as a person to trust when it comes to finding a solution for your prospect. See our User Agreement and Privacy Policy. 1. When the Seven-Step Selling Process Is Used As you learned in Chapter 3 "The Power of Building Relationships: Putting Adaptive Selling to Work", the sales process is adaptive, which means that each situation may be different and salespeople have to adapt and understand what is important to each customer and where each is in the buying process. Appendix I provides examples of Sales Process Maps for organizations in various industries. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. ‘A’ – Attention calls for drawing attention […] However, this formula is more closely related to sales presentation (only one step in selling process), and not the entire selling process. Jump to PART 3: Putting it all together. If you continue browsing the site, you agree to the use of cookies on this website. Jump to PART 3: Putting it all together. Understanding these seven steps can help improve your individual sales or the sales … Benefits of a Sales Process. Resources for Sales Funnels Presentation Diagrams. There can be a number of ways a company can pitch its customers or clients. If you continue browsing the site, you agree to the use of cookies on this website. It is also the point in the process where it is vitally important that the salesperson fully understand the product and how it relates and applies to the prospect’s needs. It helps in increasing your overall sales efficiency and improving profit margins. These seven-sales process can be drawn in a visually appealing way using our 7-step vertical sales process PowerPoint template. It’s easy to change colors and write text descriptions. Sales Process Template. Both try to influence each other. The presentation is the core of every sales cycle, and it's probably where you'll invest the most preparation time. PowerPoint Sales Presentation Template Our Sales Acceleration PPT template is the best pick to explain how businesses can increase the speed of their sales process and help prospects move through the sales pipeline quickly and efficiently. The textbook 7-step sales process. Why Use Pre-designed Diagrams for Sales Funnel? The sales processes that are used in a project-based organization differ from the sales processes that are used in a product-based organization. A sales proposal, in contrast, comes at the end of the sales process. Your sales planning is going to start only when you have defined the objectives for the sales team. 5. Our Sales Process PowerPoint Template will help you depict the entire process with an in-depth breakdown using these high-quality vectors. This PowerPoint process template gives salespeople the power to effectively sell consumer products. Sales cycles are a pivotal part of every salesperson's day. A sales process is a template for achieving sales objectives and replicating a desired level of performance by sales reps. This is a Keynote presentation template. Ms. LeDee The Steps to the Sales Process Pre-Approach Approach Determine Needs Presenting the Product Handling Questions and Objections Closing the Sale Suggestive ... – A free PowerPoint PPT presentation (displayed as a Flash slide show) on PowerShow.com - id: 784360-NWVkY This presentation template offers users 40 unique slides, over 350 high-quality vectors, pre-made color scheme, editable charts, diagrams, and processes. The sales process can also start with opportunity. Learn what a basic sales process looks like next. Sales Director at Kiwi&I Top Up Co., Ltd. Clipping is a handy way to collect important slides you want to go back to later. In these transactions the … It guides you to thoroughly understand the steps in the buying-selling process and how it works. Your sales process is the set of steps your sales team follows when moving a customer along the sales funnel. See our User Agreement and Privacy Policy. Our Free PowerPoint Flow and Process Diagrams are adequate for business presentations for any line of business. It is the tipping point that decides whether or not you are going to convert your prospects into customers. ADVERTISEMENTS: Steps in Sales Process: Experts have suggested a five-staged formula known as A-l-D-A-S for effective selling process. This PowerPoint template provides an eight-slides, all in 100% editable mode. Many salespeople, when moving from the discovery process to the sales presentation, switch from an engaging dialogue to an informative monologue. Don´t hide behind the solution selling PPT. 1) Setting Sales Process objectives . So how do we make sure we write a good presentation? Each step in a sales process … Title: The Sales Process Author: Jennifer Cash Last modified by: sarahv Created Date: 10/30/1997 10:53:22 PM Document presentation format: On-screen Show Other titles: Arial Monotype Sorts colorbxs Clip The Sales Process The Steps of a Sale The Steps of a Sale The Preapproach-Getting ready to sell. Personal Selling is an oral presentation in conversation with one or more prospects. A New Definition of Personal Selling Personal Selling Refers to the personal communications of information To unselfishly persuade someone Think of Your Grandmother The Golden Rule of Personal Selling The Golden Rule of Personal Selling The Golden Rule is all about trying to keep somebody else warm, even if it means that we get cold in the process Salesperson Differences Exhibit 1.3 Exhibit 1.3: … Now customize the name of a clipboard to store your clips. Users can easily alter aspects such as colors, fonts etc. What is a sales presentation? The selling process is generally divided into seven steps that, once you understand them, will empower you to sell virtually anything you want and satisfy your customers: Prospect and qualify Pre-approach Approach Presentation Overcome objections Close the sale Follow-up. A sales deck is defined as a presentation, in slide … This step is called prospecting, and it’s the foundational step for the rest of the sales process. - Customize your sales process. This video consists of the following: 1. Illustrate relations, progresses, and results with information graphics, net diagrams. In today's competitive world, the sales process is considered as the driving force of any business. A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Referred Harvard Business Review and other leading Journals for making this PPT. This presentation template offers users 40 unique slides, over 350 high-quality vectors, pre-made color scheme, editable charts, diagrams, and processes. In B2C the selling process may be transient and shorter. • Discuss the sales, sales management and related concepts. The selling process is the series of steps followed by a salesperson while selling a product. Selling process. We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. A sales deck is an essential aspect of the sales process. A good sales presentation would not only tell customers about the particular product you’re selling but would also tell them why or how you could meet their requirements. For this, a salesman must be familiar with the product characteristics, the market, the organisation and the techniques of selling. See our Privacy Policy and User Agreement for details. A prospect is a lead that is qualified or determined to be ready, willing and able to buy. Referrals. We have been researching selling for our Beyond Business Groups modules, hoping for a contemporary twist on selling that may be different from what I learned at The Body Shop all those years ago. Approach. With few customizations in theme, these slides can blend for any presentation requirements. 6. Thus, taking the time to create a great sales deck is time well spent. It acts as a detailed guide for the sales personnel. A good needs assessment allows you to tailor your presentation to your audience, and keep it interactive. Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box. These seven tips will help you create a sales presentation that will motivate buyers. Closing. A sales presentation is official in nature, and not merely a rough draft of the proposal. A G R A WA L P R ESEN TED B Y: A B HI SHEK U. 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