Key Concepts in the Personal Selling Process

5 Steps of Selling

Generate & Qualify Leads, Preapproach, Sales Presentation & Handling Objections, Close the Sale, Follow-up.

Generate & Qualify Leads

Find potential customers and see who's likely to buy.

Sources for Leads

Networking, social media, internet, cold calling, inbound calls.

Preapproach

Do research and prep using CRM (customer data). Plan your pitch. Understand the buyer.

Importance of Preapproach

Makes the actual presentation smoother and more personalized.

Sales Presentation & Handling Objections

Listen to customer needs (especially in B2B). Ask questions, offer solutions.

Overcoming Objections

Overcome objections (price, timing, etc.) by being ready with answers.

Close the Sale

Ask for the sale confidently. Could involve finalizing terms, signing a contract, etc.

Follow-up

Ensure satisfaction, build long-term relationship. Prevents buyer's remorse and builds loyalty.

Feature

What a product has (e.g., waterproof phone).

Benefit

What it does for the customer (e.g., take pics in the rain).

Salesperson Advantages

Lifestyle, Variety, Lucrative, Promotable, Customer Face.

Sales Rep

Works for one company, paid by salary or commission, more control, brand-focused.

Manufacturer's Rep

Works for multiple brands, paid by commission only, less control, broader product line.

Managing a Sales Team

5 Key Duties: Recruit/Select, Train, Motivate, Compensate, Evaluate.

Evaluating a Salesperson

Quantitative: Sales numbers, performance to quota, regional stats. Qualitative: Customer feedback, office behavior, attitude.

SMART Goals

Specific, Measurable, Achievable, Relevant, Time-bound.

Cold Calling

Reaching out with no prior contact.

Telemarketing

Calling potential customers (more scripted).

Inbound Marketing

Customer reaches out to you (e.g., from website/social media).

Dan Pink

Sales now is more about being helpful than pushy.

Traits of Modern Sellers

Attunement, Buoyancy, Clarity.

Networking

Build relationships that could help in future sales or jobs.

Networking Tools

LinkedIn, in-person events, customer follow-ups.