Sales isn’t easy. With the increased competition, a salesperson might have sầu to meet the prospective clients one-to-one, explain the features and persuade them khổng lồ purchase the offering through an individual-to-individual interaction.
This sales technique is personal selling, and it’s an efficient way of increasing sales using in-person interaction.
What Is Personal Selling?
Personal selling is a personalised sales method that employs person-to-person interaction between a sales representative & prospective customers to influence the customer’s purchase decision.
Precisely, it’s a promotional technique where a salesperson:Uses person khổng lồ person communication:Personal selling involves direct liên hệ of the salesperson & the customer.To sell an offering:The purpose of personal selling is khổng lồ motivate và persuade the customer lớn purchase the intended offering a detailed explanation or demonstration of the sản phẩm.Using a personalised sales strategy:This strategy involves the salesperson lớn understand the needs và wants of the customers, develop personalised connections, communicate the value of the offering in a way that persuades the customer to buy the offering.
Today, personal selling is considered a business-to-business selling technique but is also used in trade & retail sales.
With the advent of the internet và other communications methods, personal sales isn’t limited to lớn just face-to-face meetings. Salespersons now use đoạn Clip calls, phone calls, IM, and even emails, along with in-person interactions lớn develop a relationship with prospective customers.
Objective Of Personal SellingBuilding cthảm bại long-term relationshipswith the customers by enforcing person-to-person two-way communication.Supporting the customersof complex, technical, or high-priced items by providing detailed technical information.Stimulating the offering’s demandby helping the customers throughout their decision-making process & guiding them towards the business’s offering.Reinforcing the brandby building long term relationships with the customers over time by meeting them và helping them in their decision-making process.
Features Of Personal Selling
Personal selling differentiates itself from other sales & promotional techniques by possessing the following characteristics:Human contact:It involves person-to-person interaction where a seller interacts directly with the prospective sầu customer & executes a personalised sales strategy according khổng lồ the customer’s needs, wants, & expectations.Development of relationship:Personal selling involves developing a relationship between the seller & the buyer where trust is established, and the prospective buyer can rely on the salesperson. Moreover, this technique even results in the salesperson becoming a part of the buying process.Quick communication:Since personal selling involves person-to-person interaction, the communication flow is really quichồng.Satisfaction:The process of personal selling requires the salesperson khổng lồ understand the customer’s needs và satisfy the same by offering the customer the opportunity to buy something he has to lớn offer.Persuasion:Personal selling isn’t just about informing prospective customers about the company’s offerings. It also involves using the power of persuasion to make customers accept the seller’s point of view or convince the customer to lớn take a particular action.
Importance Of Personal Selling
Personal selling is an essential sales tool in selling complex and technical offerings that require human contact, personalisation, persuasion, and quick communication.
Usually, high priced items use personal selling as it helps the business inkhung và persuade the customer using personalised selling methods lớn gain more trust.
It is also considered an important promotional tool in B2B sales as such sales involve sầu fewer prospects & high transaction costs.
Types Of Personal Selling
Generally, personal selling can be categorised into lớn three types based on the sales activity and salesperson involved. These are:Order Takers:Order takers receive sầu requests and queries from the customers. In simple terms, the customer approaches these salespersons. They usually hold positions lượt thích retail sales assistant or telemarketer & focus mainly on determining customer needs & pointing to lớn inventory that meets such needs.
Personal Selling Advantages And Disadvantages
Personal selling, just like other elements of the promotion phối, comes with its own phối of advantages & disadvantages.
AdvantagesConveys more information:Personal selling helps the business convey more information than any other khung of promotion. It is all about understanding the customers’ needs, finding an opportunity in it, & capitalising on it by developing a relationship with them while convincing them khổng lồ try the company’s product.Creates more impact:It’s more impactful as the salesperson assist the customer throughout the buying process, answering questions, & solving doubts.Boosts relationship with the customer:Personal sales last long, include interpersonal relationships, and capitalises on trust between the salesperson & the customer.
DisadvantagesExpensive:Since personal selling person-to-person tương tác, it is substantially more expensive than other forms of sales tools as a human can approach only a few prospects in a specified time period.Labour extensive:Personal sales require a lot of effort from the salespersons’ side, & it may take considerable time & resources to lớn convert a prospect to a final customer.
Personal Selling Examples
Personal selling is one of the most traditional sales methods used by businesses. The sales history started with personal sales where salesperson conducted face-to-face interactions with prospective customers, inquiring about their needs & wants, and suggesting their business’s offering khổng lồ the customers.
Today, one can witness personal sales in:B2B Outreach:B2B salespersons often outreach prospective sầu clients online or offline and use person-to-person communication to lớn cđại bại sales.
How Personal Selling Works?
The personal selling process involves a business lớn hire skilled sales staff that can approach prospects, underst& their pain points, & satisfy their needs by making them buy or try the business’s offerings.
These salespersons receive specialised training lớn develop an apt sales funnel, have sầu a fruitful interaction with prospective sầu customers, gain trust, develop relationships, & eventually, conduct sales.
Personal Selling Process
Salespersons follow a specific personal selling process to make the sales happen. This process involves eight steps. These are:Qualifying leads:Once prospects are found, salespersons classify them as qualified or unqualified based on whether the prospect will be interested in trying or buying the offering. This is done by filtering clients who can afford the sản phẩm, need the sản phẩm, và are looking to make a purchase soon.Pre-approach:This includes everything a salesperson does before he reaches out to the prospective customer. This involves researching the prospect và using this data to prepare and plan the sales pitch.Approach:This is the first time the sales representative approaches the client and holds a one-to-one conversation. The salesperson uses this approach lớn learn more about the customer’s needs và underst& their pain points khổng lồ make a strategy on how lớn present the business’s offering to lớn them.Sales presentation:The salesperson uses the information collected during the approach phase & mends it to lớn make a sales presentation that’s personal khổng lồ the client. This presentation is usually made during a face-to-face or a person-to-person meeting where the sales representative sầu demonstrates how the offering works và how it caters lớn the customer’s pain points.Handling objections:Once the sales presentation is completed, the customer usually comes up with questions, doubts, và concerns. This phase involves the sales representative khổng lồ handle such concerns và win the customer’s trust by answering questions và directing hlặng in the right way.Closing Sales:Once the objections are settled, the customer moves on lớn purchase the offering. The salesperson helps the client with every step lớn closing the khuyến mãi.Following up:After the sales, the salesperson makes sure that the customer is satisfied with his purchase, và to vì chưng that, the salesperson takes periodic follow-ups with the client.
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A startup consultant, dreamer, traveller, and philomath. Aashish has worked with over 50 startups & successfully helped them ideate, raise money, & succeed. When not working, he can be found hiking, camping, and stargazing.