Selling Secrets Selling Secrets Definition of Salesmanship Ability

Selling Secrets

Selling Secrets Definition of Salesmanship • Ability to understand customer needs and wants • Translate needs and wants into product or service to sell • Everything you do on behalf of business SLIDE 1

Selling Secrets Salesmanship Involves Application Of… • • • Communication • Problem Solving • Positive Attitude Energy Motivation Persistence Knowledge SLIDE 2

Selling Secrets Beware of “Marginal Business Attitudes” • Limiting work effort • Avoiding what needs to be done • Underpricing • Disliking challenge • Being all things to all people SLIDE 3

Selling Secrets Selling Situations • Direct selling or personal selling = retail • Indirect selling = wholesale SLIDE 4

Selling Secrets Relationship Selling Involves… • Service • Trust • Listening for opportunities SLIDE 5

Selling Secrets Principles of Non-Manipulative Selling • Professionalism • Shared Goals • Trust • Understanding • Appreciation • Partnering SLIDE 6

Selling Secrets Selling is everything you do on behalf of the business. SLIDE 7

Selling Secrets Networking: Becoming involved in events, people, and places. SLIDE 8

Selling Secrets Types of Networking • Formal – establishes business credibility (ex. Professional Organizations) • Informal – increases contact with other businesses (ex. Civic Groups) SLIDE 9

Selling Secrets Keys to Selling • Organize • Adapt to situations • Anticipate situations • Network with other business • Practice your skills SLIDE 10

Selling Secrets Seven Steps in Selling • • • Dealing with Objections • Closing • Follow up Prospecting Preparing Approaching Presenting SLIDE 11

Selling Secrets Know the Objections to Closing a Sale • No need • No hurry • No trust • No money • No desire SLIDE 12

Selling Secrets Closing the Sale • Suggest • Offer • Summarize • Approve SLIDE 13

Selling Secrets Don’t forget to ASK! SLIDE 14