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To Profit And Make Some Specific $X Amount In Sales Through Personal Selling (That Is, Face-To-Face Selling) In Your Business

Personal selling is the act of selling to your business targets face-to-face (that is, person-to-person). You may choose to do some personal selling for your business by yourself, or with the help of one or more sales people/teams in your business. Your business sales people/team(s) may or could be your employee(s), or some external (that is, a third party) marketing/sales agency(s).

Personal selling is one of the various types of promotional methods that you can use to generate sales in your business. You may choose to use or not use personal selling in your business.

You can typically do some personal selling in your business

  • By contacting your leads and customers directing by yourself or through your sales people/team and/or
  • When your leads and customers choose to contact or get in touch with you and/or your business

Using Personal Selling To Generate The Sale

If you wish to use personal selling as a promotional method for generating sales in your business, some of what you will typically need to do, in order for you to be able to profit through personal selling in your business, are as follows

(a). Leads Generation

To do personal selling, you will need to get, search for, or compile a list of targeted leads (that is, a list of individuals and/or organizations) that are likely to be interested in your product/service, that is, you will need to get a list of some targets (prospects) that you can sell to and turn/convert to customers.

You can get a list of leads to sell to in your business in a lot of ways including through or from

  • Business directories
  • Referrals
  • Your customer database or list
  • Your newsletter subscriber list
  • Your opt-in list subscriber list (for example a list of those who opted-in to get some free giveaways such as videos, ebooks etc from your business)
  • Advertisements
  • A contact form on your website
  • Leads (prospects) that send enquiries to your business through email
  • etc

(b). Leads Qualification

Once you’ve compiled a list of leads (prospects) that are likely to be interested in your product/service as noted above, you will then need to qualify them.

You will need to qualify your leads, in order for you to be able to know and determine, the specific leads that are likely to buy your product/service, out of the list of leads that you may have compiled (as noted above) for your business. You need to qualify your leads, in order for you to be able to concentrate or focus your business personal selling efforts, on those that you may have determined that are likely to buy or purchase your product/service.

What qualifies a lead (for your sales people/team) as a prospect that is likely to buy your product/service is, if the lead

  • Needs or wants your product or service
  • Is willing to pay for your product/service
  • Can afford to buy your product/service
  • Is willing to be contacted by a salesperson from your organization

You will typically need to call and/or visit each of your leads (prospects) and talk with them, as a sales person/representative, in order for you to be able to determine, if your prospects are qualified as leads that are likely to buy your product/service, based on the criteria above. If a lead does not fit the criteria above, you will typically need to discontinue with following up on such a lead, and will need to get some other leads that are qualified, for you to follow up instead, for sales.

(c). Your Sales Presentation

After you may have spoken with a lead, and you’ve determined that he or she (or his/her company or organization), is a qualified sales lead for your business, you should then work to set up an appointment for a sales presentation with the lead, on the product/service that you will be providing and selling to him or her (or the organization), as your client.

Your presentation should ideally be tailored to the needs of your lead, based on the conversation that you may have had with him or her, and the researches that you may have done on him/her, and/or his or her organization, company or firm, before your sales presentation.

Your presentation may be in the form of a video, PowerPoint presentation, product demonstration, a tour (in the case of a real estate agent that sell houses for instance), an interaction by the prospective customer with your product etc.

(d). Handling Objections

After your sales presentation, your prospective customer may raise some objections (or give some reasons) why, he/she (or his or her company or organization) will not be making the decision to buy your product/service right then, you will need to be prepared, to provide the right response to your prospective customer, that can help him/her (or them as the case may be), to overcome his or her objections, if you would want to be able to make the sale.

(e). Closing The Sale

Once you’ve done your sales presentation, and you’ve handled or dealt with any objections that your prospective customer may have, you will then need to ask your prospective customer for the order, in order for you to make the sale.

(f). Follow Ups

You will need to follow up on your customers after the sale, in order for you to ensure that they are satisfied with your product/service, after they may have bought or purchased it.

Your Business Sales Process

Your business sales process are the steps that you will typically take to get some leads (prospects) and convert them to sales (customers) in your business. You may ideally need to define one or more uniform sales processes for your business with the help of your staff.

By defining a uniform sales process(es) for your business, you and your sales force (that is, your sales people/teams) will be able to know and determine the stages, that each of your business deals (that is, your sales opportunities) are, at different points in time. Defining a uniform sales process for your business, can also go a long way too, in helping you to achieve your business sales force’s sales goal.

You can define different types of sales processes for different types of products, targets, niches etc in your business.

Using A CRM Software With Personal Selling In Your Business

You should ideally use a CRM (Customer Relationship Management) software with your business’ personal selling activities, if you wish to get the best and some optimal results, through your sales people/team(s), in your business.

With a CRM software you can

  • Identify more qualified sales leads/prospects in your business
  • Increase your sales
  • Increase your sales team’s productivity
  • Improve your customer satisfaction
  • Retain your customers
  • Track your business sales people/team’s sales leads and their conversion rates
  • Track your business sales opportunities and their conversion rates
  • Track each of your salespeople’s performances and conversion rates
  • Track the number of ad media/methods and promotional methods that your sales people/team(s) are using daily, weekly, monthly etc online, offline and on mobile platforms, for your business
  • Track and determine if your sales people/team(s) are promoting to enough number of potential targets in your business on a daily, weekly, monthly basis etc
  • Track the number of people (customers) that your sales people/team(s) may have sold your product/service to on a daily, weekly and monthly basis etc
  • Track and determine if your sales people/team(s) are generating enough sales for your business on a daily, weekly, monthly basis etc
  • Track the number of people that your sales people/team(s) will need to sell to next on a daily, weekly and monthly basis in order for them (that is, your sales people/team) to be able to achieve their sales goals
  • Track the number of potential targets that your sales people/team(s) may have reached or gotten to on a daily, weekly and monthly basis
  • Track the number of potential targets that your sales people/team(s) will need to get to next on a daily, weekly and monthly basis in order for them (that is, your sales people/team) to be able to achieve their sales goals
  • etc

To Start With Personal Selling In Your Business

  • You will need to determine if you will be the salesperson for your business, and/or if you will be using one or more internal or external sales people/teams for generating some sales for your business
  • You will need to determine the number of salespeople that you will be using to generate the sale in your business within some specific period of time
  • You will need to choose an experienced sales leader/manager who can, and who will also be able to help you to manage your sales staff or salespeople
  • You will need to set some specific $X amount as sales goal, for your sales force to make within some specific period of time in your business
  • You will need to determine the potential cost of, either serving as the salesperson for your business, or using sales people/teams for generating some specific $X amount in sales, for your business within some specific period of time
  • You will need to define one or more sales processes for your business based on your business needs
  • You will need to choose an affordable CRM (Customer Relationship Management) software to use with your business, and your sales people/team(s), that can help you with tracking and generating some sales for your business
  • You will need to determine and know the potential cost of using your chosen/selected CRM software in your business within some specific period of time
  • You will need to train your sales staff on how to use your chosen/selected CRM software for your business sales
  • You will need to know the cost of training your sales staff on how to use your chosen/selected CRM software for your business sales
  • You will need to use your CRM software for leads management, deals (that is, sales opportunities) management, and for tracking your sales people/team’s performances, and your interactions and communications with your customers, in order for you to be effective at generating sales, through your sales people/team(s)

Once you’ve done all these in your business, you should then be able to track the results that you will be getting through personal selling, (in terms of sales) in your business daily, weekly and on a monthly basis etc.

To Make Some Specific $X Amount In Sales With A Product/Service Through Personal Selling In Your Business

To effectively make some specific $X amount in sales, with a product/service through personal selling in your business, you will need to

1). Set or define a sales goal for your business, for some specific period of time.

2). Know how to profit and make some specific $Y amount in sales in your business. You can learn more about how to do this, with the help of the courses at Building Six Figure Income Businesses, depending on the niche that you may have chosen to sell in.

3). Determine what you will need to do to profit and achieve the sales goal, that you may have set or defined for your business. You can learn more about this too, with the help of the courses at Building Six Figure Income Businesses.

While you are determining, what you will need to do to profit and achieve the sales goal, that you may have set or defined for your business as noted above, in order for you to be able to use personal selling effectively for your business sales, you will need to research/evaluate personal selling, as one of the promotional methods/options, that you will be using for generating the sale in your business.

Once you’ve done this, and you’ve been able to determine what you will need to do to profit, and achieve the sales goal that you may have set or defined for your business, you should then be able to determine or do the following, in order for you to be able to make some specific $X amount in sales through personal selling, in your business, you should be able to


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