SELLING PROCESS

Prospecting 

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Presentation / demonstration  

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Objections 

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Closing 

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Follow up 

1. Prospecting Looking for clients to buy the product, looking for would be buyers Covers Existing customers, new customers in its entirety and competition's customers. Looking for information : press,  directory..etc 

Name Address Nature of business Past sales record Problem and opportunities Buyer's needs and problems 

2. Presentation / demonstration Good product knowledge and benefits Good knowledge of competitors product and Buyer's behaviour  

3. OBJECTIONS reason why the customer will not buy. Can come from different market variables Can also come from non market related reason e.g previous performance of staff,  credibility of the org,  list of board member. 
Objections handling - determines market success

 4. CLOSING Terms and conditions 1. Ask for the order 2. Concession closing 3. Alternative close 

5. FOLLOW UP essence  is about customer retention, maintaining and improving market share or reference selling. Provides opportunity to meet customer after sales has been carried out Feedback from customer about satisfaction of the product

The following can be achieved through follow up

1.  Repeated purchase 

2. Reassurance 

3. To reduce cognitive dissonance -  factors that form resistance to purchase