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!