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Personal Selling

What is personal selling?

Personal selling is a process of selling products or services to customers through direct interaction with a salesperson. It is a face-to-face process that involves building relationships with customers, understanding their needs, and providing solutions to their problems. Personal selling is often used in business-to-business (B2B) sales, but can also be used in business-to-consumer (B2C) sales.

Why is personal selling important?

Personal selling is important because it allows businesses to build relationships with their customers. It allows salespeople to understand the needs of their customers and tailor their sales pitch to meet those needs. Personal selling also allows businesses to build trust with their customers, which can lead to repeat business and referrals. Finally, personal selling can help businesses increase their sales by providing customers with a more personalized experience.

How can I use personal selling?

Personal selling is a sales technique in which a salesperson directly communicates with a potential customer to promote and sell a product or service. To use personal selling effectively, consider the following steps:

  1. Research your target market: Understand the needs and wants of your target audience.
  2. Prepare your pitch: Develop a persuasive and engaging message that highlights the benefits of your product or service.
  3. Build rapport: Establish a relationship with the customer through active listening, showing empathy, and asking questions.
  4. Present your product or service: Demonstrate how your product or service can meet the customer's needs.
  5. Handle objections: Address any concerns or objections the customer may have about your product or service.
  6. Close the sale: Ask for the sale and overcome any final objections.
  7. Follow up: Keep in touch with the customer and provide excellent post-sale service to ensure customer satisfaction.

Personal selling can be an effective sales strategy when used correctly. It allows salespeople to establish a personal connection with potential customers, tailor their pitch to the customer's specific needs, and address any objections in real-time.

Brief history of personal selling

Personal selling has been a sales approach for thousands of years, dating back to the days of door-to-door salespeople and traveling merchants. In the late 19th and early 20th centuries, as businesses began to grow and expand, personal selling became more formalized and organized. The rise of large corporations led to the development of professional sales organizations and the creation of sales training programs to improve the skills of salespeople.

During the mid-20th century, the growth of mass media and advertising made it easier for businesses to reach large audiences, but personal selling remained an important component of the sales process. With the advent of technology, personal selling has evolved to include new tools and techniques, such as video conferencing, digital presentations, and mobile applications, to improve the salesperson's ability to communicate with customers.

Today, personal selling continues to play a significant role in the sales process and is often used in combination with other sales approaches, such as advertising and marketing. The principles of personal selling remain unchanged, but the technology and tools available to salespeople have advanced dramatically, making it easier to reach customers and build relationships.

Related Terms

Sales Qualified Lead (SQL)

Project Manager

Permission Marketing