THE FIRST DISCUSSION BOARD The seven steps of the selling process are prospecting, planning for the sales call, making the sales call, strengthening the presentation, responding to objections, obtaining commitment, building partnering relationships after
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THE FIRST DISCUSSION BOARD The seven steps of the selling process are prospecting, planning for the sales call, making the sales call, strengthening the presentation, responding to objections, obtaining commitment, building partnering relationships after the sale. Prospecting can be defined as finding customers for a product or service. People plan for the sales call because they need to gather information, set objectives and set up an actual appoint for the client. Making the sales call can be described as a salesperson contacting a client, forming a relationship with that client, identifying need and forming credibility and trust. In order to have a strong presentation, the sales man needs to keep the buyer's attention throughout the presentation, improve the buyer’s understanding and help the buyer remember what is said. An objection is a concern brought up by the buyer. The salesperson has to respond to objections all the time, thus they need to clear and precise in their responses so that the client is not confused as to what is going to happen when the appointment is occurring. The closing is probably the most important part of the sale because it is the last part the client is going to remember. The closing is how the salesperson goes about obtaining the commitment from the client. Commitment tells the salesperson what to do next in the process. Lastly, building partnering relationships is a key part of the process. Having more people involved is going to keep growing your own individual knowledge.
