Question

7.2 Discuss the contribution of preparation to the selling process.

Answer 1

Preparation is a major step when it comes to selling process. It basically qualifies as the second step of the selling process. In the first step which usually is prospecting the seller finds out who are all his potential customers. Preparation is followed by prospecting. Preparation is the step where the seller conducts a detail study about the client's needs and how best can the seller satisfy the needs of the client. In this step the seller familiarise himself with the product he has to offer as well as the potential customer he is going to deal with. The sales person will prepare for meeting his customer and acquaint the customer about his product.

Contribution of preparation to the selling process

Helps in Customisation

Preparation helps in learning about the customer needs and thereby helps in providing customised products and services to customers.

Helps in building trust

By knowing what the needs of the consumers are and making our presentation with them in such a way that they cater to the expectations of our client we can ensure that we gain their trust.

Saves time and effort

By knowing in advance how our product can be of use to our customers we can easily convince them to buy our products and this saves time. But supposedly we are less aware about the customer and our product is of no use to them it will be a huge waste of time and effort, since there are no chances that they buy the product. If the study has been done beforehand we can avoid such clients and focus our time and effort on sure shot buyers.

Reduce unexpected questions and helps being informed

By preparing beforehand we will be able to know about our product and how it will be of use to our client. Thereby we can be aware what all questions will a particular client will have in mind about our product. Thus preparing for it will help us answer them quickly.

Identifying the problems of the customer and developing a solution

With preparation we can find each customer's specific goals, needs, and pain points. Once that is done we can devise a proper plan to explain to the customer how our product can solve the customer's problems.