Selling process/sales cycle

Making the sale successful is an interesting task for the sales people. Because salesman has to go through different stages to make sales a success. Before going to discuss the stages of selling, the modern technique of selling AIDAS formula is an important under discussion which is used in the process of selling.

A stands for attention

I stand for interest

D stands for desire

A stands for action

S stands for satisfaction

Stages of selling process

Prospecting is the first stage of selling. This is the process of searching for the potential buyer. A prospect is the probable buyer. In this stage the salesman has to find out who are the people interested for buying the product. The buyers’ details and address should be collected from various sources such as retailers, websites, e-mails, phone directories etc. Preparing comes the second stage. In this stage the salesman prepares himself to face the customers. He has to know whom he is going to approach his behaviors, likes, dislikes and psychology. Without knowing this the salesman cannot face the questions of customers.

Approaching is the third stage where the customers and salesman come face to face contact. Here starts the technique of selling. Factors in AIDAS i.e. attention and interest factor is made in this stage. The salesman should make an attempt to get the attention and interest over a product. Presentation process starts soon after that. Once an attention and interest made on product, how it can be converted into desire is happening in this stage. The salesman has to explain the features, qualities, utility etc. A mobile show room sales man may explain the features of product such as the pixel of camera, screen size, operating system.

Overcome the objectives is another stage. Most challenge in a selling a product is to overcome the objectives from the consumer. The consumer has to be fully clarified or satisfied from the answer of the salesman. So the salesman can perform in the stage with the updated information about the product. The prospects may compare the products with competitors. Salesman should able to convince the features over and above the competitors. Then it leads to last stage of closing the sales. If the salesman able to do the above steps it leads a successful sale. Sometimes the customer    may postpone his purchase in the future; salesman has to wait for that.