Selling is a challenge for any entrepreneur, especially for those who do not have the tools and timely advice to devise an effective marketing strategy . With increasing demands due to a more competitive market, it is convenient to build value relationships with customers and increase brand recognition through personal selling .
Although the way of selling has evolved in recent years, there are sales techniques that are infallible and that a seller must always take into account to achieve success and boost their sales, in this sense, we refer to personal selling , an efficient way to increase the sales of your business through person-to-person interaction.
Now, if you are wondering what personal selling is and how it can help you increase your sales , in this article we will briefly explain it.
Personal selling is a sales technique in which a product or service is promoted through direct interaction between the consumer and the seller. The ideal is to persuade the customer and influence their purchase decision, while taking into account their requirements and needs.
Personal selling is a personalized way of selling. For this, it is convenient to know the client in detail, their needs and desires and based on this, highlight the characteristics of the product during the sale. One of its greatest advantages is that the seller obtains instant feedback from the customer, being able to persuade them, communicating the value of the product and highlighting its advantages in order to convince the customer that the product provides benefits and solutions tailored to their needs.
Implementing personal selling in a business is a safe and effective strategy to increase sales. In addition, it can be applied by scheduling a personal meeting with customers or, from phone calls, emails or CRM platforms such as Callbell , which in addition to offering a better customer experience, allows you to collect relevant data and identify your possible potential customers in a way faster and more effective.
To apply a personal selling strategy in your business you need to:
a) Identify potential customers
b) Know the prospects
c) Prepare for the sale
d) Add value to the sales meeting.
Identify potential customers :
Before starting a sale, you must make sure that your client is interested in the product. A potential customer is someone who is interested in a particular product and has the financial resources to purchase it.
These types of clients are the source of income for a business and allow it to drive sales. To identify them, you must perform a customer analysis and then carry out a segmentation process to group them according to their characteristics and interests, this will allow you to distinguish the group that fits the benefits of your service or product.
Know the prospects
To sell you must know the prospects, for this you must consider the need that your product can solve, the budget where you must meet the economic availability to acquire the product, the time and the authority where the client has the possibility of making a decision at checkout. Identifying prospects will allow you to classify customers according to a level of importance or possibility of completing the purchase process.
Prepare for sale
In addition to knowing your possible potential client and prospects, you must know the product in detail, this will allow you to support your argument. However, the information of the product must be balanced with the message that is communicated, this must be clear and concise to connect with customers.
Add value to the sales meeting
The first impression you make during a sale is important for the successful completion of the process. How you look and how you communicate are important elements that you must take into account to influence the client’s decision
Without a doubt, this is an effective sales strategy for small and large companies, and although it can generate higher costs, it is a way to connect with the customer and guarantee their long-term loyalty.
Among its main advantages are:
a ) Personalized attention
b) Higher closing sales
c) Strong customer relationships
Personalized attention
The key of the Selling staff is that the communication with the client adjusts to the consumer and his demands, responding to his questions and concerns based on his needs.
In most cases, consumers expect to obtain directly what they are looking for and personal selling is an effective solution for this, providing the customer with attention directed to their needs and interests and generating a much more human and efficient shopping experience .
Highest sales closing
Being a sales strategy where the priority is aimed at offering solutions to the needs of the consumer, the interest of the consumer is increased along with the opportunities to generate a closing.
In addition, personal selling is aimed at interacting with potential customers, this means that the product will be offered to people who are interested in it and who are predisposed to buy it. So by providing timely follow-up and solving your doubts, you will generate greater confidence in the client and the chances of generating a closing will be greater.
Strong customer relationships
In most cases, sales are widespread, generating a feeling of mistrust between consumers and sellers. In contrast, the personalized sale offered by personal selling allows you to establish solid relationships with customers, this is because the interaction is personalized, generating in customers a feeling of exclusivity and attention.
The Selling staff allows you to generate unique shopping experiences for customers by optimizing the brand image and providing a positive perception of it.
Personal selling is a commercial strategy that is distinguished from the rest of the sales strategies by its exclusivity when interacting with the client, offering the opportunity to create a unique and incomparable experience in which the client’s needs are the priority for the seller.
CRM platforms like Callbell are an excellent option to implement personal selling in your business, especially because you can share and maximize the knowledge of certain customers, building trust and offering solutions to their needs. Thus, the CRM is an essential and useful tool to complement your personal Selling sales strategy.
Frequent Questions
What is personal selling?
Personal selling is a sales technique in which a product or service is promoted through direct interaction between the consumer and the seller. The ideal is to persuade the customer and influence their purchase decision, by taking into account their requirements and needs.
Personal selling is a personalized way of selling. For this, it is convenient to know the customer in detail, their needs and desires and based on this, highlight the characteristics of the product during the sale. One of its greatest advantages is that the seller obtains instant feedback from the customer, being able to persuade them, communicating the value of the product and highlighting its advantages in order to convince the customer that the product provides benefits and solutions tailored to their needs.
How to apply personal selling in my business?
To apply a personal sales strategy in your business you need:
Identify potential customers
Before starting a sale you must make sure that your client is interested in the product. A potential customer are those people who are interested in a product.
Know the prospects
To sell you must know the prospects, for this you must consider the need that your product can solve, the budget where you must meet the economic availability to acquire the product, the time and the authority where the client has the possibility of making a decision at checkout.
Preparation for sale
In addition to knowing your possible potential client and prospects, you must know the product in detail, this will allow you to support your argument.
Add value to the sales meeting
The first impression you make during a sale is important to the successful completion of the process. How you look and how you communicate are important elements that you must take into account to influence the client’s decision.
About the author: Hello! I am Alan and I am the marketing manager at Callbell, the first communication platform designed to help sales and support teams to collaborate and communicate with customers through direct messaging applications such as WhatsApp, Messenger, Telegram and Instagram Direct
