Boost Your Team's Sales Performance with Personal Selling Approach for Teams

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[Music] [Applause] [Music] hello friends now this session would be focused on this defining what is personal selling as well as what are the different approaches for personal selling so if you talk about this what is personal selling then personal selling can be defined it's as a means of implementing marketing programs it is a kind of persuasion that ultimately lead to convert a prospect into a customer and it is on this one-on-one interaction basis because it's a personal selling and a person is communicating interacting negotiating with the other person which is to be considered as a prospect and he is having that potential to become a customer so this personal selling personal selling in most of the sales management programs this personal selling which is of the utmost importance now we will look there are the so many of the different approaches for this personal selling so to begin with first of all that that is the mental state selling mental state selling is also termed as formula selling because it is based on a formula of this Ida Ida you must you must have been taught in marketing management programs this Ida means he stands for this attention or awareness then I interest for this interest D stands for desire and he again stands for this action so this formula selling or the mental state selling that salesperson he prepared a particular procedural generation and it starts conversing with the prospect keeping in mind first he make the prospect aware about this what are the features and advantage and benefit of his product and during the conversation conversation he also observed the verb as the nonverbal signal of the prospect he starts looking at this okay the customer who is interested then he start asking certain questions or he leaned towards that particular this prospects he starts looking at what kind of the audiovisual arts which has be shown by this salesperson it means he is giving signals that he is interested then that interest need to be further elevated in terms of that this the customer should be desirous and once he is desirous that that point of point the salesperson need to pitch or close that particular deal and that is this Ida principle but it is very difficult because it is very difficult in terms of this normally it is very difficult to understand this what is going on a customer's mind and it is very difficult to read the customers mind and that's why that is a limitation of this formula selling or this mental state selling but this is also applicable many of the times another approaches and each satisfaction selling need satisfaction selling means you need to identify the need of the prospect by asking a lot of questions and a continuous probing will help you to identify the need and ingly you are pitch your product or offered that particular service or an idea or concept to the prospect so that it can satisfy his need till the time that particular deal is being closed so that is need satisfaction selling but the idea is here that you need to prove a lot and you need to rehearse a lot before reaching to the customer or the prospect another approach is the stimulus response selling stimulus response selling that is a approach which is based on this animal behavior animal behavior means that a certain kind of the statement certain kind of this stimuli in terms of visuals or aids you are showing to the customer and looking at this what is the what would be the response so one is statement you have made you all again this look at the response again you will make the statement you again will look at the response and ultimately you will keep on asking or putting up the stimuli in front of the customer so that he should be full of this affirmation full of affirmation that every what question which is which you are going to us ultimate it is going to lead that affirmation of positivity towards the customer so that positivity once he is full of the positivity ultimately then he will ask a question implication questions suppose you are having this kind of things then what will happen and if you are not having and what will we have what will happen so this kind of this full of the positivity and during this course of this positivity you you are having this opportunity close that particular deal and that is this stimulus response selling a stimulus response selling although you need to be well-versed you need to well rehearsed before you usually get it because sometimes if there is a question which you are not prepared then that particular approach may not be useful so and system ulis response selling needs the dysfunctions and selling mental state selling and one approach is there that is consultative selling consultative selling because now you see that it is not like this what what product you are offering and that is going to satisfy his need and here is consultative selling approach the salesperson he he go beyond the need and he starts understanding what is the problem lies with my customers with my client and what how can I help him to remove that particular problem or I can help him out to achieve his strategic goals so normally in b2b situations that consultative selling that works and many of the times that sales person may not be or may not be capable enough for telling each and everything about this product so he need to take the help of this other departments a product is technology need to look at this the Department of the product development department or sometimes it is related to IT he need to look at this the help of the IT department to close that particular team so this consultative selling or this team selling that is into the practice earlier it was more of this transactional now it is more of this relationship bit selling so once relationships base selling is increasing it is obvious the approach like this consultative selling has there's more of significance more of the relevance more of the importance as compared to other selling approaches so in a nutshell these were this different selling approaches of this personal selling I hope definitely you must have got the clarity on this what is personal selling and what are the different approaches by which a salesperson can pitch his offer in front of the prospect thank you [Music]