N4 Entrepreneurship & Business Management The selling process 1. Preparation 8. Follow-up 2. First contact
The 7. Final greeting
selling process
3. Qualify needs
6. Close the sale
4. Sell benefi ts
5. Handle objections
Big mistakes in personal selling 1. Don’t give someone your business card unless they ask for it. Try getting to know the person better, they will then ask for your business card.
2. Don’t set up a meeting until you know more about the person. 3. Don’t dominate the conversation, listen more. 4. Don’t say or do too much. Give them a taste of it and let them ask for more. 5. Don’t call them persistently. Remain available once you have given them the information they need. They will contact you when they are ready.
3.2.4 Sales letters
Sales letters must be seen as another form of advertising and can be compared with pamphlets. The same guidelines you use when drawing up an advertisement apply here. However, a sales letter is more personalised since it is addressed to a specific group of customers. It might even be addressed to a specific individual.
