Sales 12 September

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Personal Selling Salespeople have many names

Agents Sales Consultants

Sales Representatives

AccountExecutives

Sales Engineers

District Managers

Marketing representatives

Account Development Representatives


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SALESMANSHIP DEFINITION

Salesmanship is the art of successfully

persuading prospects or customers to buyproducts or services from which they can

derive suitable benefits, thereby

increasing their total satisfaction. It is also defined as a seller initiated effort

that provides prospective buyers with

information and other benefits,

motivating or persuading them to decide

in favour of the sellers products or

services


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Selling Philosophy of Good

Salespeople:

Selling is problem solving

Selling is a helping, caring activity

A customer is a person to be served, not a prospect to be sold

Treat people as human beings, not $ signs

Unique products, relationships, cultures are important

Be customer driven, not product driven

Focus on customer needs

The customer is the reason a salesperson exists

Long-term success depends on pleasing others Selling is a win-win activity

A commitment to self improvement and life-long learning essential for long-term

success

Adherence to a strict code of ethics emphasizing, among other things, mutual

trust, respect, and honesty is essential


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What do salespeople do?


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We usually think of SELLING

PRODUCTS

SERVICES

OR

BOTH


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1) They Sell:

Products/services

Solutions

Information Ideas

Service

Their company Themselves


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But what about..

Sell ing

Yourself ?


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Why Do Salespeople Sell?

1. Modern, Professional, Positive Reason

= to meet customer needs, solve customerproblems, and increase customer satisfaction


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2) They work with people:

Solve problems

Represent the company

Communicate (benefits?) with customers

Develop relationships, partnerships, alliances

Discover needs

Gather information

Educate customers

Catalyze change

Help people buy

Serve customers

Treat people with respect


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3) They Manage:

Their time

Their territory

Their records

Their stress


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Seed Selling Is More Than Taking Orders

Examples:

1. Recommend seeds that fit a farmers operation.

2. Plant and manage test plots.

3. Collect and share information with customers on fertility,planting depth and rates, chemicals, crop diseases,cultivation, and yields.

4. Soil testing.

5. Financial consulting.6. Provide service to customers.

Joyce Vogelman, Iowa Farmer Today

April 8, 1995, p. 3-4


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Selling is a process that:

Facilitates the transfer of goods & services

Persuades prospects to buy

Occurs over various lengths of time

Involves multiple steps (preparing, opening, presenting, closing,servicing), although maybe not all on every call

Is part of marketing (promotion)

Is customer (vs. product) driven

Bridges the final 3 feet between the company and the customer

Aims to develop long-term, win-win relationships

Strives for repeat business

Is technically oriented

Emphasizes service and value


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Selling is helping people:

Solve problems

Make more $ Buy

Meet their needs/goals


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Selling is a profession based on:

Scientific skills, even though it is not an

exact science

Knowledge about selling principles/theories

A code of ethics

Psychological & sociological aspects of humanbehavior


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Seven Qualities of

Top Salespeople-summary

1. Be ambitious.

2. Be courageous.

3. Be committed4. Be professional.

5. Be prepared.

6. Engage in continuous learning.7. Be responsible.


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Seven Qualities of Top

Salespeople

1. They are

ambitious.


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Ambition

A strong desire to gain

a particular objective;

specifically, the driveto succeed or to gain

fame, power wealth,

etc.


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Salespeople

They are ambitious.

They are courageous.


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Courage

Everyone is afraid.

The best salespeople do

it anyway! Ask forthe sale

The top people confront

their fears.


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Salespeople

1. They are ambitious.

2. They are

courageous.3. They are committed.


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Commitment. Caring is the key element in successful selling.

Selling has often been defined as a transferof enthusiasm.


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Law of

Correspondence

The more you believe in

what you sell, the

easier it is for you to

convince someone

else.


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Seven Qualities of Top Salespeople


2. They are courageous.

3. They are committed.4. They see themselves more as consultants

than as salespeople.


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Consultant stance People accept you at the way you present

yourself.

Act like a consultant in everything you do and

say.

What does a consultant do?


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Forbidden Phrases

WHY DO YOU

NEED TO KNOW?

NO.

YOURE WRONG.

WEVE NEVER DONE

IT THAT WAY.

YOULL HAVE TO.

THATS NOT MY JOB.

THATS AGAINST

COMPANY POLICY.

I DONT KNOW.


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What makes

people

remember?

Positive Associations

able, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meaning, etc


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Why Do Customers Stop

Being Customers?

Beyond Customer Service,1992.

%

1% Die

3% Move Away

5% Seek alternatives

9% Go to the competition 14% Dissatisfied with product/service

68% Upset with the treatment they receive


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3. They are committed.4. They see themselves more as consultants

than as salespeople.

5. They are prepared.


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3. They are committed.

4. They see themselves more as consultantsthan as salespeople.

5. They are prepared.

6. They engage in continuous learning.


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Keys to Continuous Learning

Read one hour in

selling each day.

Listen to audio tapesin your car.

Take all the training

you can get.


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Documents

Sales 12 September