SALES STRATEGIES AND TECHNIQUES

CHAPTER 1: THE LIFE, TIMES, AND CAREER OF THE PROFESSIONAL SALESPERSON

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• SELLING GOODSSELLING IDEASSELLING YOURSELF

SALES:

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“Twitter Executive Chairman and Founder of Square - Net Worth $1.1 Billion .”

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IS REPLACING THE CAR SALESMANTHE INTERNET AND THE KNOWLEDGE ECONOMY

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–@JOHNNYBCOOL

“Winter in the car business. It's like Washington's Valley Forge.”

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HOW WILL YOU SELL YOURSELF TO FUTURE EMPLOYERS?

FIRST JOB:

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HALF OF ALL COLLEGE GRADUATES ARE WORKING A JOB THAT THE BUREAU OF LABOR STATISTICS SUGGESTS REQUIRES LESS THAN A FOUR-YEAR DEGREE SUCH AS RETAIL SALESPEOPLE, CASHIERS, AND RESTAURANT SERVERS.

UNEMPLOYMENT IS NOT THE ONLY ISSUE

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–ME, RIGHT NOW. I JUST SAID THAT

“You are all in sales. It’s up to you to sell yourself. Instead of commission, you are

paid in a career.”

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SELLING IS JUST ONE OF MANY MARKETING COMPONENTS:

• Personal selling includes:

• Personal communication of information

• Persuasion

• Helping others

• Goods

• Services

• Ideas

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PERSONAL SELLING

• Refers to the personal communications of information

• To unselfishly persuade someone

• To buy something – a good, service, idea, or something else – that satisfies that individual’s needs

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WHAT SALESPEOPLE ARE PAID TO DO

• Salespeople are paid to sell – that is their job

• Performance goals are set for:

• Themselves – In order to serve others and earn a living and keep their job

• Their employers – So the companies will survive

• Their customers – To fulfill needs and help organizations grow

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EXHIBIT 1.4: MAJOR REASONS FOR CHOOSING A SALES CAREER

• Service to others

• Variety

• Freedom

• Challenge

• Advancement

• Rewards

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ARE ANY OF YOU INTERESTED IN A CAREER IN SALES? WHERE? WHY?

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TYPES OF SALES JOBS

• Retail Selling: A retail salesperson sells goods or services to consumers for their personal, non-business use

• Direct Selling: Face to face sales to consumers, typically in their homes, who use the products for their non-business personal use

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TYPES OF SALES JOBS

• Selling for a Wholesaler

• For resale

• For use in producing other goods

• For use within an organization

• Selling for a Manufacturer

• Working for the firm who manufacturers the product

• This is usually a really good gig

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OUT OF THE 4 DIFFERENT TYPES OF SALES JOBS, WHICH ONE INTERESTS YOU MOST? WHY?

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EXHIBIT 1.7: A SALES PERSONNEL CAREER PATH

FOR ILLUSTRATIVE PURPOSES ONLY

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Does not exist anymore

LOVE OF SELLING IS AT HEART OF HELPING OTHERS (SSUCCESS)

EXHIBIT 1.8: SUCCESS IN SELLING–WHAT DOES IT TAKE?

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EXHIBIT 1.11: THE CUSTOMER IS AT THE CENTER OF THE SALES SYSTEM: ABC’S

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CUSTOMER

ANALYZE NEEDSPRESENT PRODUCT

BENEFITS

GAIN COMMITMENTSERVICES

KELLOGG’S PARTNERSHIP WITH GIANT EAGLE

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EXHIBIT 1.13: WHAT DOES A PROFESSIONAL SALESPERSON DO?

• Creates new customers

• Sells more to present customers

• Builds long-term relationships with customers

• Provides solutions to customers’ problems

• Provides service to customers

• Helps customers resell products to their customers

• Helps customers use products after purchase.

• Builds goodwill with customers

• Provides company with market information

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BUILDING RELATIONSHIPS THROUGH THE SALES PROCESS

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THE GOLDEN RULE OF PERSONAL SELLING AS TOLD BY A SALESPERSON

• The Golden Rule of Personal Selling

• Unselfishly treating others as you would like to be treated without expecting something in return

• Others Include Competitors

• The Golden Rule of Selling especially applies to your relationship with competitors

• Sales is your “Calling” to Serve

• Do not think of your occupation as work

• Only through service can you find fulfillment in your job and life

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THE GOLDEN RULE OF PERSONAL SELLING CONT…

• To Serve, You Need Knowledge

• Being knowledgeable on products and selling skills allows you to provide a high level of customer service

• Customers Notice Integrity

• Your customer’s should be able to trust that you are looking out for their best interest

• Personal Gain is Not Your Goal

• Do not be concerned about sales goals – just your customer’s

• Others Come First

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–GRIT - A KEY COMPONENT OF SALES SUCCESS AND SUCCESS OVERALL

“http://www.ted.com/talks/angela_lee_duckworth_the_key_to_success_grit.html.”

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