Question

1. What are the 7 steps in the Professional Sales Process? 2. What are the 4 types of Approaches? Briefly explain each. 3. What are the 7 types /examples of Valid Objections? ? 4. Describe the different strategies in handling customer objections? 5. What are the 5 techniques in the closing process? Give one example for each.

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Answer 1

1. 7 steps in professional sales process are as follows:

• Step 1: Prospecting
  • The sales professional needs to research the market and identify the target customer base for the product or offerings
• Step 2: Preparation
  • Once the target customer has been identified, the sales professional must conduct research to understand the market disposition of the target customer. This will help him in developing his sales pitch
• Step 3: Approach
  • The sales professional makes the first move and approaches the customer. This approach can be face to face or virtual
• Step 4: Presentation
  • In this step, the sales professional presents his sales pitch to the customer. The sales pitch is developed with the objective of highlighting how the product or company offering will satiate the customer’s needs and requirements
• Step 5: Handling doubts and Objections
  • Once the sales pitch has been presented, the sales professional must be ready to face the issues and questions raised by the customer regarding the pitch. He must try to solve majority of the doubts
• Step 6:Closing
  • The sales professional must try to close the deal with the customer
• Step 7: Follow up
  • This is basically an after sales service. The sales professional can contact the customer and get feedback about the product. This will portray the customer responsiveness of the company and will enhance customer loyalty and overall brand value