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Sales isn’t easy. With the increased competition, a salesperson might have to meet the prospective clients one-to-one, explain the features and persuade them to purchase the offering through an individual-to-individual interaction. This sales technique is personal selling, and it’s an efficient way of increasing sales using in-person interaction. What Is Personal Selling?Personal selling is a personalised sales method that employs person-to-person interaction between a sales representative and prospective customers to influence the customer’s purchase decision. Precisely, it’s a promotional technique where a salesperson:
Today, personal selling is considered a business-to-business selling technique but is also used in trade and retail sales. With the advent of the internet and other communications methods, personal sales isn’t limited to just face-to-face meetings. Salespersons now use video calls, phone calls, IM, and even emails, along with in-person interactions to develop a relationship with prospective customers. Objective Of Personal Selling
Features Of Personal SellingPersonal selling differentiates itself from other sales and promotional techniques by possessing the following characteristics:
Importance Of Personal SellingPersonal selling is an essential sales tool in selling complex and technical offerings that require human contact, personalisation, persuasion, and quick communication. Usually, high priced items use personal selling as it helps the business inform and persuade the customer using personalised selling methods to gain more trust. It is also considered an important promotional tool in B2B sales as such sales involve fewer prospects and high transaction costs. Types Of Personal SellingGenerally, personal selling can be categorised into three types based on the sales activity and salesperson involved. These are:
Personal Selling Advantages And DisadvantagesPersonal selling, just like other elements of the promotion mix, comes with its own set of advantages and disadvantages. Advantages
Disadvantages
Personal Selling ExamplesPersonal selling is one of the most traditional sales methods used by businesses. The sales history started with personal sales where salesperson conducted face-to-face interactions with prospective customers, inquiring about their needs and wants, and suggesting their business’s offering to the customers. Today, one can witness personal sales in:
How Personal Selling Works?The personal selling process involves a business to hire skilled sales staff that can approach prospects, understand their pain points, and satisfy their needs by making them buy or try the business’s offerings. These salespersons receive specialised training to develop an apt sales funnel, have a fruitful interaction with prospective customers, gain trust, develop relationships, and eventually, conduct sales. Personal Selling ProcessSalespersons follow a specific personal selling process to make the sales happen. This process involves eight steps. These are:
Go On, Tell Us What You Think!Did we miss something? Come on! Tell us what you think about our article in the comments section. A startup consultant, digital marketer, traveller, and philomath. Aashish has worked with over 20 startups and successfully helped them ideate, raise money, and succeed. When not working, he can be found hiking, camping, and stargazing. |