Personal selling is a form of direct, face-to-face communication between a salesperson and a potential customer.
Thank you for reading this post, don't forget to subscribe!- It involves two-way interaction, which allows for personalized messages, immediate feedback, and the building of long-term relationships.
Key features of the nature of personal selling:
- Personal interaction: It involves direct communication tailored to individual customers.
- Flexible and adjustable: The message can be changed based on the buyer’s response.
- Feedback-oriented: The seller receives instant feedback and can respond accordingly.
- Relationship-based: It focuses on building trust and long-term customer relationships.
📝 Example: A car salesperson personally helping a customer choose a model based on their needs and budget.
Process of Personal Selling:
The process of personal selling typically includes the following steps:
1.) Prospecting:
- Identifying potential customers (also known as leads) who may be interested in the product or service.
Example: Looking through contact lists, referrals, or databases to find new buyers.
2.) Pre-Approach:
- Research and planning before meeting the customer. This involves gathering information about the prospect’s needs, preferences, and buying behavior.
Example: A salesperson learning about a company’s operations before offering a B2B software.
3.) Approach:
- Making initial contact with the prospect. The goal is to make a good first impression and build rapport.
Example: Greeting the customer warmly and asking open-ended questions to start the conversation.
4.) Presentation and Demonstration:
- Explaining and showing the features and benefits of the product in a way that matches the customer’s needs.
Example: Demonstrating how a vacuum cleaner works during a home visit.
5.) Handling Objections:
- Addressing customer concerns or doubts confidently and clearly to remove any hesitation in buying.
Example: Explaining warranty terms if a customer is worried about product durability.
6.) Closing the Sale:
- Finalizing the deal by encouraging the customer to make a decision and place the order.
Example: Asking, “Shall we go ahead with the purchase today?”
7.) Follow-Up:
- Ensuring post-sale satisfaction by checking in with the customer, answering further questions, and maintaining the relationship for future sales.
Example: Calling the buyer after a week to ask if the product is working well.