selling n nego

Selling Philosophy:

1. Selling is problem solving

2. Selling is a caring activity

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

4. Treat people as human beings, not $ signs

5. Be customer driven, not product driven

6. Long-term success depends on customers relations

7. Selling is a ‘win-win’ activity

8. Adherence to ethics, mutual trust, and honesty is essential

Modern Selling Philosophy

Based on trust and mutual agreement

Customer-driven

Act as if on customer’s payroll

After-sales service is key

Professionalism and integrity are essential

What buyers want from salespeople

Knowledge Empathy Organization Quick turnaround Follow-through

Solutions Punctuality Hard work Energy Honesty

What buyers DON’T want

Lack of preparation Lack of knowledge Aggressiveness Lack of dependability Poor follow-through

Presumption Walk-ins Problem avoidance Lack of personal respect

The foundation of good selling is the desire to help people.

Professional salespeople typically view themselves as problem solvers and selling as problem solving.

People tend to respond better to being treated as human beings than as dollar signs.

A salesperson is no longer a vendor out to sell a product, but rather a consultant out to help their customer’s business.

There is no such thing as ‘soft sell’ and ‘hard sell’, there is only ‘smart sell’ and ‘stupid sell’.

Selling should be a friendly act. It is something we do WITH and FOR people, not TO them.

Forget about the sales you hope to make and concentrate on the service you want to render.

The moment people’s attention is centered on service to others, they become more dynamic, more forceful and harder to resist.

How can you resist someone who is trying to help you solve a problem? . . .

Start out each morning with the thought, ‘I want to help as many people as possible today,’ instead

of ‘I want to make as many sales as possible today

People don’t care what you know until they know that you care.

The object of a salesperson is not to make sales, but to make customers.

Prospecting and Pre-approach

Identify MAD Customers

Money to Buy

Authority to Buy

Desire to Buy

Prospecting

The process of identifying, qualifying, and The process of identifying, qualifying, and prioritizing organizations and individuals that prioritizing organizations and individuals that have the need for and potential to purchase have the need for and potential to purchase the salesperson’s market offering of products the salesperson’s market offering of products and services.and services.

Qualified Qualified ProspectsProspectsQualified Qualified

ProspectsProspectsSalesSalesLeadsLeadsSalesSalesLeadsLeads

Screening Screening Procedures Procedures

for Qualifying for Qualifying LeadsLeads

Prospecting Plans are the Foundation for Effective Prospecting

Set GoalsSet Goals

Establish daily, Establish daily, weekly and weekly and

monthly quotas for monthly quotas for acquiring new acquiring new

prospectsprospects


Set GoalsSet Goals

Establish a regular Establish a regular daily schedule for daily schedule for

conducting conducting prospecting prospecting activities.activities.

Allocate TimeAllocate Time


Set GoalsSet Goals

Track your results Track your results from using the from using the

different prospecting different prospecting methods.methods.

Keep RecordsKeep Records



Set GoalsSet Goals

EvaluateEvaluate

What is working for What is working for you? Compare you? Compare

results and use the results and use the methods that work methods that work

best for you.best for you.




Set GoalsSet Goals

EvaluateEvaluate

Develop confidence Develop confidence by knowing your by knowing your

products and products and believing that you believing that you

offer the best offer the best solutions.solutions.



Stay PositiveStay Positive

Importance of Effective Prospecting

The better the lead generation method, The better the lead generation method, the higher the proportion of qualified the higher the proportion of qualified leads.leads.

The more accurate the qualifying process, The more accurate the qualifying process, the higher the proportion of customers per the higher the proportion of customers per qualified lead.qualified lead.

Prospecting Sources & Methods

Personal ContactObservationCold CanvassingTrade ShowsSpottersSales Seminars/Educational Forums


Internal Sources Company Records Lists and Directories Advertising Inquiries Telephone Inquiries Mail Inquiries Internet or World Wide Web


External Sources Referrals Introductions Community Contacts (Centers of

Influence) Organizations Non-competing Salespeople Visible Accounts

Qualified Prospects . . . Can benefit from the sales offeringCan benefit from the sales offering

Have the financial wherewithal to make the purchaseHave the financial wherewithal to make the purchase

Play an important role in the purchase decision processPlay an important role in the purchase decision process

Are eligible to buy based on a fit within the selling Are eligible to buy based on a fit within the selling strategystrategy

Are reasonably accessible and willing to consider the Are reasonably accessible and willing to consider the sales offeringsales offering

Can be added to the customer base at an acceptable Can be added to the customer base at an acceptable level of profitabilitylevel of profitability

Personal Selling

Interpersonal influence process involving a promotional presentation conducted on a

One-to-One basis with the buyer.

Personal selling

The process of:Developing customer relationships,

Discovering customer needs,

Matching appropriate products with these needs, and communicating benefits.”

IndustrialRevolution

Post-IndustrialRevolution

War andDepression

ModernEra

1800s1800s 1900s1900s 2000s2000s

Evolution of Personal Selling

Selling function became more

structured

Selling function became more

structured

Peddlers selling door to door . . . served as intermediaries

Peddlers selling door to door . . . served as intermediaries

Business organizations employed salespeopleBusiness organizations employed salespeople

Selling function became more professional

Selling function became more professional

As we begin the 21st century, selling continues to develop,becoming more professional and more relational

As we begin the 21st century, selling continues to develop,becoming more professional and more relational

Salesperson focuses on developing a trusting partnership in which the salesperson seeks to provide long-term customer satisfaction by listening, gathering information, educating, and adding value for the customer.

Relationship SellingRelationship Selling

Transaction- vs. Relationship Focused

Transaction-FocusedTransaction-Focused

• Short term thinking• Making the sale has

priority over most other considerations

• Interaction between buyer and seller is competitive

• Salesperson is self-interest oriented

Relationship-FocusedRelationship-Focused

• Long term thinking• Developing the

relationship takes priority over getting the sale

• Interaction between buyer and seller is collaborative.

• Salesperson is customer-oriented

Technology

selling n nego