SELLING PROCESS

A selling process is actually the method developed by the own experience or other person experience. There are many selling
process offered thesedays and we could not judge them whether one method is the Best to another. It is not about the

method, moreover it is about how a salesperson know the method and understand how to implement constantly. Otherwise, it

will not success. Therefore, below method is said also not the best or even better than others. Below process is also taken

from by the experience and combining them with the nowadays theory. Hence, be flexible, the main purpose is that you

eventually find your own method.

Selling Stages:

1. Databasing Stage
It is a process on data collecting from many sources (internet, newspapers, magazines, canvassing, etc). The final

process of this stage is A DATABASE (Company Name/Person Name, Address, Phone, Fax)


2. Prospecting
Once you have ready one database, you can try the next stage. It is an investigation of the customer profile. You

could do this by visiting the customer (Said as Prospected Visit), calling, getting info from others, or might be from

competitors. The result is CUSTOMERS' PROFILE, such as Sales Revenue, Main Decision Maker, Influencer, Present Operational

things by present supplier, etc. Sales Revenuw is the most important thing you must get, why? because it will decide whether

you are a RAMBO or you are a Sniper. If you make a visit, this visit will not calculate as the sales visit, it is only

investigation visit. If you find directly to the Main PIC. DON'T SELL FIRST, BE A DETECTIVE to get their data.


3. Target Selecting
It is a process you sort of your databse & profile. A common thing that you must sort by sales revenue. But, it is

not only the sales revenue, add one more column to put one description, SHARE. Share is the possibility that you can get

share from this prospected customer. Sort them based on both condition: SALES REVENUE & SHARE. The outcome will be your

TARGET. CALCULATE !! How many Customers will be required to achieve your TARGET !!



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