Post on 22-Jan-2018
transcript
DEVELOPED AND PRESENTED BY: JOHN M. LOMAHAN
“ Best way to sell
something:
DON’T SELL ANYTHING.
Earn the awareness,
respect and trust of those
who might buy.”
-Rand Fishkin
CEO and Founder, SEOmoz
The Art of SALESMANSHIP
In this module, we are about to discover
ways on how to be an effective
SALESMAN. This will help us master
our skills, ability and knowledge of how
to close a sale.
This module includes basic knowledge of
being a sales person, key points to
remember when doing a sale and
customer related skills for more effective
salesman-client relation.
WHAT IS
SALESMANSHIP? It is also an art of persuading one to
spent money
Art of persuading someone to buy good
or products that will give him a lasting
satisfaction
BUT WHAT IS SALESMANSHIP
REALLY IS?????
WHAT IS
SALESMANSHIP? sales·man·ship
noun \-ˌship\: the skill of persuading people to
buy things or to accept or agree to
something
Full Definition of SALESMANSHIP
1: the skill or art of selling
2: ability or effectiveness in selling or in
presenting
persuasively <political salesmanship>
SALESMANSHIP Art of helping your prospects or customer
achieve their goal.
Art of solving CUSTOMER’s Problem
Art of converting human wants into needs
by persuading and not compulsion
IT IS AN
ART OF
INLFUENCING
OTHERS
SO HOW CAN I BE AN
EFFECTIVE SALESMAN?
S Support the client’s need.
A Adjust to their need.
L Love their objection.
E Excite them with your answer.
S Serve them your solution (PRODUCT/Service)
M Make a Strong Rapport/Relationship
A Aim for the best solution/answer to their needs
N NEVER! See them as “MONEY”
Qualities of a
Great
Salesperson
How many of you are
planning a career in sales
(show of hands)?
Anything less then a 100% show of
hands is not acceptable…
NOW WHY DO I SAY THAT?
We usually think of
SELLING
PRODUCTS,
SERVICES
OR
BOTH
But what about..
Selling
Yourself
Remember this truism…..
I don’t care what career path you are on.
The reality is that you must sell yourself
before you sell your skills.
I am talking about your “persona”---about
how others see you as a human being.
I choose to call it “personal
salesmanship”.
Why are some salespeople so
successful?
They sell the product people want.
They convince people they want
the product they have to sell.
80% of Sales success is
psychological.
Top salespeople are OPTIMISTS.
They have a positive mental attitude.
Qualities of Top
Salespeople
1. They are Focused &
Driven Successful sales people work hard. Most
people want to be successful but they aren’t
prepared to work hard to achieve it. Sales
superstars don’ t wait for business to come to
them; they go after it. They have a sense of
urgency and a need to accomplish the task at
hand. They doesn’t get sidetracked and knows the
final destination.
2. They are Outgoing &
Enthusiastic Successful sales people are
enthusiastic. They are always in
a positive mood - even during
difficult times - and their
enthusiasm is contagious. They
seldom talk poorly of the company
or the business. When faced with
unpleasant or negative situations,
they choose to focus on the
positive elements instead of
allowing themselves to be
dragged down. Projects a great
first impression and is energized
by social interactions.
3. They are Relational Successful sales people keep in touch with
their clients. They know that constant contact
helps keep clients so they use a variety of
approaches to accomplish this. They are
constantly on the lookout for new and creative
ways to keep their name with their clients. Cares
about the person, not just the sale; effectively
identifies customer needs.
4. They Listen and Ask quality
questions. Great sales people ask quality questions. They know that
the most effective way to present their product or service is to
uncover their customer's goals, objectives, concerns and
hesitations. Successful sales people listen. Most sales
people will ask a question then give their customer the
answer, or continue to talk afterwards instead of waiting for
their response. They ask questions and listen carefully to the
responses, often taking notes and summarizing their
understanding of the customers' comments.
5. They are They are ambitious. They have a strong desire to gain a particular
objective; specifically, the drive to succeed or to
gain fame, power wealth, etc. Successful sales
people are avid goal setters. They know what
they want to accomplish and they plan their
approach. They make sure their goals are specific,
motivational, achievable yet challenging, relevant
to their personal situation, and time-framed. They
visualize their target, determine how they will
achieve their goal, and take action on a daily
basis.
6. They are courageous.
Everyone is afraid. The best
salespeople do it anyway! Ask for
the sale…
The top people confront their fears.
7. They are committed. Caring is the key element in successful
selling. They take responsibility for their
results. They do not blame internal
problems, the economy, tough competitors,
or anything else if they fail to meet their
sales quotas. They know that their actions
alone will determine their results and they
do what is necessary.
8. They engage in continuous
learning. Companies are investing more than ever into
their sales team training. We see the value in a
new way of training sales teams – and doing it
more effectively with less of a cost burden on
businesses. Easy access to and integration of a
wide range of media resources and it isfast and
cost-effective course development
9. They are prepared
A professional sales person prepares
ahead of time. They prepare their sales
plan, sales goals, and even themselves
for their presentation. They usually do
research about their clients/market and
plan their approach.
10. They Are Confident First and foremost, the very first thing you need in
sales and negotiations is your self-confidence.
Creating confidence in sales at the top level is going to
be done over a couple of years. This is not merely a fly
by night kind of thing that you must be doing to fill in
time. Success is something that needs to be created.
So get into a market that you have a passion for.
I AM
CONFIDENT……
So you want to be
successful at selling?
Master the SKILLS of a sales
person…
Persuasion
Negotiation
Influence
Assertiveness
Planning and Organization
Presentation
Observation
Persuasion, Negotiation and
Influence
In business, persuasion is a process aimed
at changing a person's (or a group's) attitude
or behavior toward some event, idea, object,
or other person(s). Good sales skills include
anticipating and dealing with any reasons the
customer may choose not to buy, known in
sales terms as 'objections'.
Assertiveness
the quality of being self-assured and
confident without being aggressive.
Anticipate objections. Pay close
attention to your customers reactions.
Facial expressions and body language
can be a big "tell" in the customer's
attitude.
Planning & Organization Planning and organizing your workday keeps
you on task and reduces idle time at the office.
Your planning and organizational tools provide
direction for your work efforts, allowing you to
complete the most pressing tasks first. Learning
to prioritize your work responsibilities and use
efficient time-management skills enhances your
planning and organizational efforts.
Presentation Presentation skills can make or break a deal. If
you’re in front of an group of people, not only do
you have to sell your product or service, you have
to sell yourself. The great thing about this is that,
it not only for sales but virtually every type of
situation where you have to persuade people to
invest in your product, position, or belief. Make it
count.
Observation when you first meet someone (especially
someone who’s important to your success),
note how they behave. Are they loud or
soft? fast-paced or slower? Immediately
friendly or more reserved? Learn how to deal
with different king of clients.
Tips on
becoming an
EFFECTIVE
SALESMAN
HOW TO BE AN EFFECTIVE
SALESMAN Being a salesman involves facing so many
challenges. You get to meet a lot of peopleof diverse characters. Some prospects maybe friendly, but others would shoo youaway. Furthermore, being a salespersonmeans you have to work long hours. Thereis also a high turnover in the sales industry.Nevertheless, if you are hardworking andtruly dedicated, being in sales would makeyou earn more….
MONEYCOMMISSIONS
INCENTIVES
Believe in your product.
For you to be able to sell in confidence,
you must first have faith that the product
you are selling will really benefit your
buyer. You also ought to have good
product knowledge, so you could
answer all your prospects’ questions.
Prepare your sales plan.
Write your sales objectives for the week;
include number of phone calls or emails
you have to send daily. Make a sales
journal. Forecast how much sales you
would want to close weekly, then
monthly.
Target the right buyer.
You must do your research, to find out
who makes the purchasing decisions in
the company. Your effort would prove
futile if you fail to pinpoint who the real
buyers are in the company.
Know your competitor.
Study your competitors’ products, and
look for advantages you may offer over
it.
Go where the buyers are.
If your prospects are doctors, then go to
the hospitals; if you wish to sell to
teachers, then go to different schools.
Some even join expensive golf clubs
which their potential clients patronize.
Go where your target customers are
likely to be found.
Pay attention to your prospect.
Probe your potential client. He might be
able to verbalize some concerns you
may be able to address. Listen carefully,
and pay close attention to details.
Present some humor.
Some of your prospects may be tired of the
customary sales pitch. If you make him laugh, he
is more likely to look forward to your next meeting.
Make sure you do not bore your customers.
Prepare funny stories, but be wary of delivering
them at the right time.
Be polite.
Show you are well mannered and
always respectful, no matter how bad
the situation is.
Make your presentation short and
simple.
Avoid using terminologies and jargons
that the buyer might not understand.
The simpler the presentation, the better.
Watch for buying signals.
If the prospect nods, smiles, or agrees
to use your free samples, consider these
as indications of interest to purchase
your products. Always be ready to close
the sale by having your sales contract
on hand.
Ask for the sale.
Both your prospect and your time are
important. Be direct to the point. If the
buyer mentioned being interested, seal
the deal with a contract.
Ask for referrals.
Your existing customers may suggest to
you new contacts. If your buyer has a good
relationship with you, or has a good buying
experience with your company, chances
are, you will get referrals from him. You
may also ask your client if you can mention
his company in your website or include him
in your portfolio of existing clients.
Have a positive attitude.
You may not be successful this time, but
there is always a next time. A good
salesperson never gives up. The next
sale may be yours, and may just be
waiting around the corner.
Know when to let go.
Do your best in order to close the sale.
However, if every measure was already
exhausted to no avail, then this customer
might not be worth your time and effort.
Look for other prospects, and focus your
energy where you have better chances.
AFTER SALES KEY
POINTS:Conduct follow ups every after
sales.
Assess yourself.
Always ask for CLIENT’S
feedback.
Make sure you maintain stable
communication with your clients.
Always remember……..
“A sale is not something you
pursue; it’s what happens to while
you are immersed in serving your
customer.”
-unknown