Selling Secrets Selling Secrets Lesson Goals Define develop

Selling Secrets

Selling Secrets Lesson Goals: • Define, develop and improve salesmanship skills • Differentiate various types of selling • Learn a variety of communication techniques in selling

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

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

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

Selling Secrets Selling Situations Direct Indirect Retail or personal selling Wholesale

Selling Secrets Relationship Selling Involves… Service Trust Opportunity

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

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

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

Selling Secrets Types of Networking Formal • Establishes business credibility • Example: Professional Organizations Informal • Increases contact with other businesses • Example: Civic Groups

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

Selling Secrets Seven Steps in Selling 1. 2. 3. 4. 5. 6. 7. Prospecting Preparing Approaching Presenting Dealing with Objections Closing Follow up

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

Selling Secrets Closing the Sale Suggest Offer Summarize Approve

Selling Secrets Don’t forget to ASK!