CHAPTER 1 Selling ASAP Selling ASAP
Transcript of CHAPTER 1 Selling ASAP Selling ASAP
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