CHAPTER 1

Selling ASAP

Selling ASAP Selling is being viewed today as an Art

and a Science, with an emphasis on practicing Agility to enhance Performance

Art and Science Selling involves the salesperson’s unique

style (art) of applying a systematic process (science) to understanding customers’ needs and wants and matching the benefits of the salesperson’s product or service to those desires

Agility

An agile salesperson is: One who is quick to see opportunities Clever in shortening sales cycles Able to meet customers’ needs faster Capable of creating flexible and

customer-focused values Quick at learning and unlearning

Performance

Salespeople must perform Sales performance is measured in a

multitude of ways Selling requires a continuous

emphasis on earning and maintaining long-term customer satisfaction…not just making quota

What is Professional Selling?

Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties

Today’s Sales Professional

Non-manipulative Builds relationships Thrives on competition Works to understand the customer

Components of ASAP

Understanding the Sales Environment Implementing the Sales Process Mastering Sales Agility

All OrganizationsPerform Selling Activities

&Every Professional Sells

“Nothing happens in the economy until someone sells something to someone else.”

Arthur H. “Red” Motley

Steps of the Sales Process

Preparation Attention Examination Prescription Conviction & Motivation Completion and Partnering

Why Become aProfessional Salesperson?

Opportunity Job Satisfaction

Helping othersMoneyFreedomResponsibilityDid I say, “Money”?

Annual Income of Salespeopleand Sales Managers

Inside and Outside Sales

At a broad level, professional selling can be divided into two types:Inside sales

Telemarketing Retail sales

Outside sales Prospecting—finding potential

customers/clients

B2B and B2C

Business-to-Business (B2B) Selling The salesperson represents a company

and sells to other companies Business-to-Consumer (B2C) Selling

The salesperson sells directly to the consumer

Classifications

Retail selling Trade selling Missionary selling (Detail selling) Technical selling

Types of Selling:A Traditional Look

Responsive selling Creative selling Needs-based selling Consultative-partner selling Problem-solution selling Customer-centered selling Value-based selling

Success in Sales

Successful salespeople possess the following: Motivation to succeed Empathy Ego-drive Service motivation Conscientiousness Ego-strength

Sales Productivity:A Measure of Success

Sales productivity is the ratio of sales revenues to what a salesperson inputs into making those sales Batting Average = #Sales/#Calls

How salespeople use their time is critical to sales productivity success

Selling activities

41%

Service-related activities

15%

Non-selling activities

44%

• Administrative tasks• Meetings• Travel time

• Face-to-face selling• Phone/other selling

How Salespeople Spend Their Time

CRM-Customer Relationship Management

CRM is a strategy and process that utilizes technology To identify, attract, and retain customers To leverage the sales organization’s

relationships with its customers The agile salesperson uses CRM

technology to assist him in managing customer interactions and transactions