{"id":20157,"date":"2024-02-19T13:59:17","date_gmt":"2024-02-19T08:29:17","guid":{"rendered":"https:\/\/kylas.io\/?p=20157"},"modified":"2024-06-26T12:18:23","modified_gmt":"2024-06-26T06:48:23","slug":"blog-personal-selling-humanizing-sales-efforts","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/blog\/personal-selling-humanizing-sales-efforts","title":{"rendered":"Personal Selling: Humanizing Your Sales Efforts in Today&#8217;s Virtual World"},"content":{"rendered":"\n<p>Customers have become choosy these days. They want to do business with only those they recognize, like, and believe. That\u2019s simply because they want to be understood and get personalized experience. The stats also indicate that <a href=\"https:\/\/www.epsilon.com\/us\/about-us\/pressroom\/new-epsilon-research-indicates-80-of-consumers-are-more-likely-to-make-a-purchase-when-brands-offer-personalized-experiences\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">80% of consumers<\/mark><\/span><\/a> are more likely to do business with a company that offers personalized experiences. This is probably why personal selling is still such an important <a href=\"https:\/\/kylas.io\/sales-techniques\/b2b-vs-b2c-selling-techniques\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">selling technique<\/mark><\/span><\/a>.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Long ago, 100% of sales were based on personal selling. But as time evolved and technology advanced, personal selling became just one of the many selling techniques available for <span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/sales-techniques\/sales-closing-phrases\" target=\"_blank\" rel=\"noreferrer noopener\">salespeople to close deals<\/a><\/mark><\/span>.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Still, we cannot overlook the value that this form of selling brings to the table. Not only does it help build deep customer relationships, but also builds trust and improves customer satisfaction.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Personal selling is extremely important for many reasons and is a skill every good salesperson must learn. Let\u2019s explore more about personal selling and how it can benefit you.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-1-what-is-personal-selling\">1. What is Personal Selling?<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-2-what-is-the-personal-selling-process\">2. What is The Personal Selling Process?<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-3-what-are-the-best-personal-selling-strategies\">3. What Are The Best Personal Selling Strategies?<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-4-personal-selling-advantages-and-disadvantages\">4. Personal Selling Advantages and Disadvantages<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-5-conclusion\">5. Conclusion<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-1-what-is-personal-selling\">1. <strong>What is Personal Selling?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>As the name suggests, personal selling is a selling technique that uses direct, in-person interactions with potential prospects to sell products and services. It usually happens face-to-face, but can also happen over the phone, email, or a video call.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/What-is-Personal-Selling.jpg\" alt=\"What is Personal Selling?\" class=\"wp-image-20160\" title=\"What is Personal Selling?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-Personal-Selling.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-Personal-Selling-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-Personal-Selling-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-Personal-Selling-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The aim is to understand the problems of the customers and tell them personally how your service or product can help them. This will make your prospects see you as their partners who care about their success and not just any other brand that is dying to make profits.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Think of the personal <a href=\"https:\/\/kylas.io\/sales-strategy\/sales-strategy-plan\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales strategy<\/mark><\/span><\/a> as a way of finding out about the likes, dislikes, and needs of the prospect. The more you know about them, the better it will be for your business as you won\u2019t be wasting time chasing the wrong prospects. If they make the right fit, you can dive into their psychology and influence their buying decisions.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Remember that the focus is on building sincere relationships with your prospects and not just making a sale. Ask the right questions, build rapport, and carefully note their pain points to see how your brand can help.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-1-why-is-personal-selling-important\" style=\"font-size:22px\">1.1. <strong>Why is Personal Selling Important?<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Personal selling is important for several reasons as you don\u2019t just convince your prospects to buy a product or service. But you build a personal connection with your customer that automatically leads to trust and loyalty. Your prospect buying from you is just a by-product of the effort you put into building a relationship. This can further result in repeat business and referrals in the long term.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-is-Personal-Selling-Important.jpg\" alt=\"Why is Personal Selling Important?\" class=\"wp-image-20161\" title=\"Why is Personal Selling Important?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-is-Personal-Selling-Important.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-is-Personal-Selling-Important-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-is-Personal-Selling-Important-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Why-is-Personal-Selling-Important-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>If you have complex, technical business offerings where the prospect needs human contact and quick communication to make a purchase, personal selling skills can do wonders.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>While selling high-priced products and services, mass communication doesn\u2019t work. You need direct interactions with the prospects to tailor your pitch and offerings to their specific needs. You also get an opportunity to address customer doubts directly which builds their confidence in your brand.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Also, when <a href=\"https:\/\/kylas.io\/sales-effectiveness\/not-so-secret-habits-of-successful-salespeople\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">salespeople<\/mark><\/span><\/a> actively listen to the concerns of their customers, they can provide convincing responses and easily overcome the potential barriers to a sale. This can also help them identify possibilities to upsell and cross-sell.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-2-what-are-the-different-types-of-personal-selling\" style=\"font-size:22px\">1.2 <strong>What are the Different Types of Personal Selling?<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In general, personal selling is categorized into three main types. Depending on the <a href=\"https:\/\/kylas.io\/sales-techniques\/10-key-sales-activities\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales activities<\/mark><\/span><\/a>, companies can use more types. While creating the sales strategy, salespeople decide the ideal types of selling for improving their business performance.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-are-the-Different-Types-of-Personal-Selling.jpg\" alt=\"What are the Different Types of Personal Selling?\" class=\"wp-image-20162\" title=\"What are the Different Types of Personal Selling?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-are-the-Different-Types-of-Personal-Selling.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-are-the-Different-Types-of-Personal-Selling-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-are-the-Different-Types-of-Personal-Selling-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-are-the-Different-Types-of-Personal-Selling-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Let\u2019s now take a look at the different types of personal selling.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-1-2-1-order-creators\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">1.2.1. <strong>Order Creators<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>As the name suggests, in this type of personal selling, salespeople create orders. They tell their customers about their products and services and try to create the needs for the same. They don\u2019t really sell the products or services themselves but initiate a process that leads to the sales.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>A personal selling example here can be a pharmaceutical company reaching out to doctors to convince them to prescribe the medicines they make.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-1-2-2-order-getters\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">1.2.2. <strong>Order Getters<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In this type of personal selling, organizations employ frontline salespeople to reach out to customers and persuade them to make a direct purchase. These are the in-field salespeople who assist clients in making a purchase with the business.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-1-2-3-order-takers\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">1.2.3. <strong>Order Takers<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>In this type of personal selling, salespeople handle customer requests and queries. Customers contact salespeople and share their needs and problems. These salespeople help customers understand how their products or services can fulfill their needs or solve their issues. They take orders from the customers.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Another personal selling example can be a retail sales assistant focusing on finding out what the customer is looking for and pointing out the inventory that fits their needs.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-2-what-is-the-personal-selling-process\">2. <strong>What is The Personal Selling Process?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Each step of the personal selling process is designed to move the prospective customers closer to buying. As a salesperson, you must understand these techniques and optimize your selling process accordingly. You must also understand what your customer needs and how you can persuade them to make a buy.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-The-Personal-Selling-Process.jpg\" alt=\"What is The Personal Selling Process?\" class=\"wp-image-20163\" title=\"What is The Personal Selling Process?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-The-Personal-Selling-Process.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-The-Personal-Selling-Process-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-The-Personal-Selling-Process-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-is-The-Personal-Selling-Process-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, let\u2019s take a look at the different steps of the personal selling process.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-1-prospecting\" style=\"font-size:22px\">2.1. <strong>Prospecting<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The first step in the personal selling process is looking out for your potential customers known as prospecting. There are several <span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/sales-techniques\/how-to-qualify-sales-prospects\" target=\"_blank\" rel=\"noreferrer noopener\">ways of prospecting<\/a><\/mark><\/span> such as cold calling, <span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/marketing\/blog\/email-marketing-fuel-inbound-strategy\">inbound marketing<\/a><\/mark><\/span>, online research, or in-person networking.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Sales-Prospecting-Process.jpg\" alt=\"Sales Prospecting Process\" class=\"wp-image-20177\" title=\"Sales Prospecting Process\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Sales-Prospecting-Process.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Sales-Prospecting-Process-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Sales-Prospecting-Process-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Sales-Prospecting-Process-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Remember, the goal of personal selling is to find solutions for your customers. This requires you to <mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/sales-techniques\/how-to-qualify-sales-prospects\" target=\"_blank\" rel=\"noreferrer noopener\">qualify leads<\/a><\/mark> before approaching them because not everyone would be a fit for your product or service.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, collect enough information about your prospect before getting on a call. A result of this would be your customer\u2019s trust in you because they would know that you understand them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><a href=\"https:\/\/kylas.io\/sales-techniques\/lead-qualification\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Lead qualification<\/mark><\/span><\/a> might take some time but it\u2019s worth it. Stats also show that two-thirds of sales are lost only because the <a href=\"https:\/\/www.business2community.com\/b2b-marketing\/15-need-to-know-lead-qualification-stats-for-b2b-marketers-with-takeaways-02073532\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales reps don\u2019t qualify leads<\/mark><\/span><\/a>.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, instead of wasting your time and money on leads that may never become your customers, it\u2019s better to spend some time qualifying them and <a href=\"https:\/\/kylas.io\/blog\/what-is-customer-churn-and-how-to-prevent-it\" target=\"_blank\" rel=\"noreferrer noopener\">reducing chur<\/a><a href=\"https:\/\/kylas.io\/blog\/what-is-customer-churn-and-how-to-prevent-it\">n<\/a> too!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-2-pre-approach\" style=\"font-size:22px\">2.2. <strong>Pre-approach<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Once you know who your potential customers are, take some time to research more and be sure about everything in advance. It\u2019s time for the salespeople to prepare before they contact the customers. Preparation is also important because 82% of B2B buyers think <a href=\"https:\/\/kylas.io\/sales-techniques\/how-to-improve-sales-reps-performance\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales reps<\/mark><\/span><\/a> are unprepared.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This involves digging into your customer\u2019s needs, preferences, and buying habits. It also involves preparing a sales presentation about the product or service you are selling.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-3-approach\" style=\"font-size:22px\">2.3. <strong>Approach<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This stage involves salespeople making initial contact with a prospect by reaching out, introducing themselves, and using an opening question to start a conversation. This can happen over a call, video call, email, or in person.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The aim is to understand the sales prospect better and understand what can help them with their problem. This is why your <span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/sales-effectiveness\/sales-team-structure\">sales team<\/a><\/mark><\/span> must ask the right questions to find out if and how your product or service fits perfectly for the needs of your customers.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Based on the answers you receive, you can tailor your presentation and speak about their specific needs.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-4-presentation\" style=\"font-size:22px\">2.4. <strong>Presentation<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>After you have built a rapport with the customer, you will have to showcase your products and services and explain their features, benefits, and value proposition.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It\u2019s up to the salesperson how they want to present. They can use product demonstrations, case studies, or testimonials to tell customers about the product\u2019s benefits and persuade them to make a purchase.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-5-overcoming-objections\" style=\"font-size:22px\">2.5. <strong>Overcoming Objections<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>At this point, the customer may raise objections or concerns about the product or service you are selling. This requires the salesperson to be well-prepared to address these objections and offer satisfactory answers to the customer without sounding pushy or losing trust.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>To convince the customer, you may have to provide additional information, offer better solutions, and address any misconceptions they have. <a href=\"https:\/\/mailshake.com\/blog\/100-sales-statistics\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">95% of customers<\/mark><\/span><\/a> buy from sellers who offer relevant content at every stage of the buying process. So, the more content you can provide them, the more convinced they will be to buy from you.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-6-closing\" style=\"font-size:22px\">2.6. <strong>Closing<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It is that stage in which the sales reps ask for a sale and finalize a transaction. By the time you reach the closing stage, you should have formed a personal connection with your customer.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Closing.jpg\" alt=\"Sales Closing Techniques\" class=\"wp-image-20178\" style=\"aspect-ratio:1.7777777777777777;width:800px;height:auto\" title=\"Sales Closing Techniques\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Closing.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Closing-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Closing-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Closing-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>You may use different <span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/kylas.io\/sales-techniques\/sales-closing-techniques\" target=\"_blank\" rel=\"noreferrer noopener\">closing<\/a><\/mark><\/span><a href=\"https:\/\/kylas.io\/sales-techniques\/sales-closing-techniques\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"> techniques<\/mark><\/span><\/a> such as offering a discount, creating a sense of urgency, or emphasizing the product or service benefits. The stage also involves settling any negotiations, payments, invoices, contracts, or paperwork to close the deal.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-7-follow-up\" style=\"font-size:22px\">2.7. <strong>Follow-up<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The final stage of the personal selling process is following up. It involves the sales reps contacting the customers after a sale to ensure that they are enjoying the product or service they bought from them. They can also ask about their onboarding process to be sure that the customer is happy and satisfied.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This stage is meant to allow salespeople to maintain healthy relationships with their customers and secure future relationships.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-3-what-are-the-best-personal-selling-strategies\">3. <strong>What Are The Best Personal Selling Strategies?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-Are-The-Best-Personal-Selling-Strategies.jpg\" alt=\"What Are The Best Personal Selling Strategies?\" class=\"wp-image-20164\" title=\"What Are The Best Personal Selling Strategies?\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-Are-The-Best-Personal-Selling-Strategies.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-Are-The-Best-Personal-Selling-Strategies-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-Are-The-Best-Personal-Selling-Strategies-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/What-Are-The-Best-Personal-Selling-Strategies-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Personal selling is easier said than done. You may need to take a look at the following strategies to make the most of personal selling.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-1-tell-a-story\" style=\"font-size:22px\">3.1. <strong>Tell a Story<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It is worth mentioning that 63% of prospects remember stories, but just 5% remember statistics. Storytelling attracts more bunch of customers than the statistics you may tell.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, instead of trying to impress your customers with some dry numbers, tell them a story about your product or service that can add value to them. Relate to their current situation, then move to tell them how you will work with them, and at last, the results they can expect. You can also tell your case studies in the form of a story.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-2-talk-naturally\" style=\"font-size:22px\">3.2. <strong>Talk Naturally<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Before your customers buy something from you, they will buy your sales reps. If they don\u2019t like your rep, they won\u2019t like or trust anything they tell them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>You must encourage your team to build two-sided relationships by asking relevant questions. The conversation should be as natural as it can be while you pave your way to sharing success stories and building trust.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-3-ask-numerous-questions\" style=\"font-size:22px\">3.3. <strong>Ask Numerous Questions<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Ask-Numerous-Questions.jpg\" alt=\"Ask Numerous Questions\" class=\"wp-image-20165\" title=\"Ask Numerous Questions\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Ask-Numerous-Questions.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Ask-Numerous-Questions-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Ask-Numerous-Questions-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Ask-Numerous-Questions-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>The key to building great relationships with your customers is listening more than talking. Your team won\u2019t be able to help and sell to your customers if they don\u2019t know their needs and concerns.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, encourage your reps to ask the right questions and motivate your prospects. This way they can also learn which features match their prospects\u2019 goals and needs.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-4-focus-on-benefits\" style=\"font-size:22px\">3.4. <strong>Focus on Benefits<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Your customers are not interested in what features your product or service has to offer. They are more interested in how your product or service can benefit them. So, encourage your prospects to understand their customer\u2019s needs and explain to them how they will benefit from what you are offering.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>You can create a list of the benefits that your product offers. This will get your reps to have healthy, meaningful discussions with your prospects.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-5-address-customer-concerns\" style=\"font-size:22px\">3.5. <strong>Address Customer Concerns<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/How-to-Address-Customer-Concerns.jpg\" alt=\"Address Customer Concerns\" class=\"wp-image-20166\" title=\"Address Customer Concerns\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Address-Customer-Concerns.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Address-Customer-Concerns-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Address-Customer-Concerns-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/How-to-Address-Customer-Concerns-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Your sales reps are like the personal advocates for your customers. If the prospects have any concerns or questions, they should do their best to address them.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This will help build trust and move them closer to purchase. After all, for around <a href=\"https:\/\/www.salesforce.com\/news\/stories\/customer-engagement-research\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">88% of customers<\/mark><\/span><\/a>, trust is the most important thing, even in times of change.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-6-consider-your-buyer-personas\" style=\"font-size:22px\">3.6. <strong>Consider your Buyer Personas<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2024\/02\/Consider-your-Buyer-Personas.jpg\" alt=\"Consider your Buyer Personas\" class=\"wp-image-20167\" title=\"Consider your Buyer Personas\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Consider-your-Buyer-Personas.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Consider-your-Buyer-Personas-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Consider-your-Buyer-Personas-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Consider-your-Buyer-Personas-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>While prospecting and qualifying leads, salespeople must remember their company\u2019s buyer personas. For instance, if your company targets customers of some particular industries only, don\u2019t waste time working with leads that don\u2019t belong to those industries.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>A lot of salespeople have a habit of selling by hook or crook. They even try convincing anyone and everyone. However, by focusing on <a href=\"https:\/\/kylas.io\/sales-effectiveness\/lead-nurturing\" target=\"_blank\" rel=\"noreferrer noopener\">nurturing go<\/a><a href=\"https:\/\/kylas.io\/sales-effectiveness\/lead-nurturing\">od leads<\/a> only, their chance of <a href=\"https:\/\/business.adobe.com\/uk\/products\/marketo\/lead-management.html\" target=\"_blank\" rel=\"noreferrer noopener\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">making a sale increases by 50%<\/mark><\/a> at 33% lower costs.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-7-ask-for-a-sale\" style=\"font-size:22px\">3.7. <strong>Ask for a Sale<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>It\u2019s unfortunate that not all sales reps ask for a sale. In fact, <a href=\"https:\/\/spotio.com\/blog\/sales-statistics\/#salesclosing:~:text=48%25%20of%20sales%20calls%20end%20without%20an%20attempt%20to%20close%20the%20sale%20and%20the%20national%20sales%20closing%20rate%20is%2027%25.\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">48% of the sales calls<\/mark><\/span><\/a> see no attempt to close the deal. This obviously decreases the likelihood of success.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>To make the most of every sale, your reps must not just address your customer\u2019s concerns and objections but they should also ask for a sale.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-8-follow-up-after-the-purchase\" style=\"font-size:22px\">3.8. <strong>Follow-up After The Purchase<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Benefits-of-following-up-with-customers.jpg\" alt=\"Follow-up After The Purchase\" class=\"wp-image-20168\" title=\"Follow-up After The Purchase\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Benefits-of-following-up-with-customers.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Benefits-of-following-up-with-customers-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Benefits-of-following-up-with-customers-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Benefits-of-following-up-with-customers-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>You are not there just to sell to your customers. Your relationship with them is beyond making a sale. We are talking about following up after every purchase. However, the stats show that 48% of salespeople never follow up which affects their repeat rates.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>So, encourage your sales reps to follow up with customers via phone, email, or in person and keep the relationship alive.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-4-personal-selling-advantages-and-disadvantages\">4. <strong>Personal Selling Advantages and Disadvantages<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" loading=\"lazy\" width=\"800\" height=\"450\" src=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling-Advantages-and-Disadvantages.jpg\" alt=\"Personal Selling Advantages and Disadvantages\" class=\"wp-image-20169\" title=\"Personal Selling Advantages and Disadvantages\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling-Advantages-and-Disadvantages.jpg 800w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling-Advantages-and-Disadvantages-300x169.jpg 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling-Advantages-and-Disadvantages-768x432.jpg 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling-Advantages-and-Disadvantages-150x84.jpg 150w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Oftentimes, personal selling advantages and disadvantages come into play when you want to make sure if this concept works for your business or not. To make the most of this type of selling, you must be aware of the pros and cons it brings with it.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-1-personal-selling-advantages\" style=\"font-size:22px\">4.1. <strong>Personal Selling Advantages<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>There is no surprise that personal selling comes with a lot of advantages. Let\u2019s see what they are.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-1-1-relationship-building\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.1.1. <strong>Relationship-building<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Salespeople can use detailed, personalized communication to build trust and deep relationships with their customers. They just have to answer their questions and demonstrate a genuine interest in the customer\u2019s business\u2019s well-being.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-1-2-handling-objections\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.1.2. <strong>Handling Objections<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Personal selling gives you the power of personalization. Based on what you gather about the customer\u2019s requirements and concerns; you can tailor your selling approach to that.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-1-3-immediate-feedback\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.1.3. <strong>Immediate Feedback<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Depending on what your customer tells you while you are trying to sell to them, you can observe their reactions adjust your <a href=\"https:\/\/kylas.io\/sales-techniques\/sales-script-pitch\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales pitch<\/mark><\/span><\/a>, and offer additional information to address their concerns.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-1-4-improved-success-rates\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.1.4. <strong>Improved Success Rates<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>A personal relationship with a client gives salespeople a 50% chance of making a sale.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-2-personal-selling-disadvantages\" style=\"font-size:22px\">4.2. <strong>Personal Selling Disadvantages<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Just like anything else, personal selling also comes with a few disadvantages. Though the positives outweigh the negatives, it\u2019s best to know the disadvantages to be able to make an informed decision.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-2-1-expensive\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.2.1. <strong>Expensive<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Without a doubt, personal selling strategies can be expensive. From research to meeting the customers to closing the deals, the <a href=\"https:\/\/kylas.io\/sales-strategy\/what-are-the-7-stages-of-sales-cycle-and-why-are-they-important\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales cycle<\/mark><\/span><\/a> can be long and require more resources.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-2-2-limited-pool\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.2.2. <strong>Limited Pool<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Consider other techniques of marketing, you may not be able to reach as many customers as you would have reached otherwise. This may even make it difficult to make significant sales.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"wp-block-heading\" id=\"htoc-4-2-3-inconsistency\" style=\"font-size:20px\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">4.2.3. <strong>Inconsistency<\/strong><\/mark><\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>If the sales reps dealing with the customers are knowledgeable about the product, they may miss sales opportunities and cause negative customer experiences.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-5-conclusion\">5. <strong>Conclusion<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Undoubtedly, you can improve your customer experience by making personal selling a part of your marketing strategy. It revolves around a genuine interest in helping customers and solving their problems. It\u2019s not about forcing them into making a sale just for the sake of hitting your quotas.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>As a <a href=\"https:\/\/kylas.io\/blog\/sales-glossary-for-new-age-sales-managers\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">sales manager<\/mark><\/span><\/a>, you must encourage your sales reps to craft their strategies for the best benefit of the customers. As a sales rep, you must focus on building and maintaining great relationships with your customers. And soon, your satisfied customers will speak for your brand!<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>To get started with personal selling, you may require some tools and resources to develop your marketing strategy.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-4f2e4bdb-7d74-4cf5-922d-6df9bc26f075\">\n\n\n<p>Kylas can help you in drafting your marketing strategies by providing you with insights into your customer\u2019s needs and preferences. <a href=\"https:\/\/kylas.io\/?ref=demo\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\"><mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\">Schedule your Demo<\/mark><\/span><\/a> today!<\/p>\n\n\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Customers have become choosy these days. They want to do business with only those they recognize, like, and believe. That\u2019s simply because they want to be understood and get personalized experience. The stats also indicate that 80% of consumers are more likely to do business with a company that offers personalized experiences. This is probably &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/blog\/personal-selling-humanizing-sales-efforts\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Personal Selling: Humanizing Your Sales Efforts in Today&#8217;s Virtual World&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":20159,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[36],"tags":[266,519],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2024\/02\/Personal-Selling_-Humanizing-Your-Sales-Efforts-in-Todays-Virtual-World.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Personal Selling: Humanizing Your Sales Efforts in Virtual World<\/title>\n<meta name=\"description\" content=\"Personal selling is a skill every good salesperson must learn. Read our blog to learn more. Find personal selling strategies inside.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/blog\/personal-selling-humanizing-sales-efforts\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Personal Selling: Humanizing Your Sales Efforts in Virtual World\" \/>\n<meta property=\"og:description\" content=\"Personal selling is a skill every good salesperson must learn. Read our blog to learn more. 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