Personal Selling

Personal Selling

Personal Selling Jonathan Poland

Personal selling is a type of sales approach that involves face-to-face interaction with potential customers. Unlike other forms of sales, such as advertising or direct mail, personal selling involves building relationships with customers and persuading them to make a purchase through direct communication and engagement.

Personal selling typically involves a series of steps or stages, including prospecting, qualifying, presenting, and closing. During the prospecting stage, sales professionals identify potential customers and assess their needs and requirements. In the qualifying stage, they determine whether the customer is a good fit for the product or service being offered, and whether they have the ability and willingness to make a purchase.

The presentation stage is where the sales professional presents the product or service to the customer, highlighting its features, benefits, and value. This may involve using visual aids, demonstrations, or other techniques to engage the customer and persuade them to make a purchase. The closing stage is where the sales professional asks for the sale and negotiates the terms of the deal.

Personal selling is an effective sales approach because it allows sales professionals to build relationships with customers and understand their needs and preferences. By engaging directly with customers, sales professionals can provide personalized solutions and overcome objections, which can increase the likelihood of making a sale.

In order to succeed in personal selling, sales professionals need to possess a range of skills and knowledge, including communication, persuasion, problem-solving, and negotiation. They must also be able to build and maintain strong relationships with customers, and be able to effectively communicate the value and benefits of the product or service being offered.

Overall, personal selling is a valuable sales approach that can help businesses generate revenue and build relationships with customers. By engaging with customers directly and offering tailored solutions, sales professionals can help businesses win deals and achieve their sales goals.

Learn More…

Yield Management Jonathan Poland

Yield Management

Yield management is a pricing strategy used by businesses that offer access…

Abundance Mentality Jonathan Poland

Abundance Mentality

Abundance mentality is the belief that there is enough for everyone and…

Risk 101 Jonathan Poland

Risk 101

Competitive advantages can spring from intellectual property, brand recognition, or even a…

Project Stakeholder Jonathan Poland

Project Stakeholder

A stakeholder is anyone or any group that is impacted by a…

Right to Repair Jonathan Poland

Right to Repair

The right to repair is the idea that consumers should have the…

Business Optimization Jonathan Poland

Business Optimization

Business optimization is the ongoing process of evaluating the efficiency, productivity, and…

Business Values Jonathan Poland

Business Values

Business values are statements that reflect the ethical principles of a company.…

What is an Exit Interview? Jonathan Poland

What is an Exit Interview?

An exit interview is a formal meeting or conversation that takes place…

Cyber Security Jonathan Poland

Cyber Security

Cybersecurity is the practice of protecting computing resources from unauthorized access, use,…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

Customer Service Techniques Jonathan Poland

Customer Service Techniques

Customer service is any person-to-person exchange between a business and a customer.…

Capability Analysis Jonathan Poland

Capability Analysis

Capability analysis is the process of evaluating the capabilities of an organization,…

Innovation Objectives Jonathan Poland

Innovation Objectives

Innovation objectives are aims to significantly improve something through the use of…

Corporate Identity Jonathan Poland

Corporate Identity

Corporate identity is the visual representation of a company’s brand and values.…

Drip Marketing Jonathan Poland

Drip Marketing

Drip marketing, also known as drip campaigns, is a strategy that involves…

Prospecting Jonathan Poland

Prospecting

Sales prospecting is the process of identifying and researching potential customers for…

Consumer Goods Jonathan Poland

Consumer Goods

Consumer goods are goods that are produced and purchased for personal or…

Change Strategy Jonathan Poland

Change Strategy

Change strategy is the process of planning and implementing change within an…

Performance Risk Jonathan Poland

Performance Risk

Performance risk refers to the potential negative consequences that a business may…