Selling Secrets. Definition of Salesmanship Ability to understand customer needs and wants Translate...
Transcript of Selling Secrets. Definition of Salesmanship Ability to understand customer needs and wants Translate...
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
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Selling Secrets
Salesmanship Involves Application Of…
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• 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
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Selling Secrets
Selling Situations
• Direct selling or personal selling = retail• Indirect selling = wholesale
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Relationship Selling Involves…
• Service• Trust• Listening for opportunities
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Selling Secrets
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Selling Secrets
Selling is everything you do on behalf of the business.
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Networking:Becoming involved in events,
people, and places.
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Selling Secrets
Types of Networking
• Formal – establishes business credibility(ex. Professional Organizations)
• Informal – increases contact with other businesses (ex. Civic Groups)
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Seven Steps in Selling
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• Prospecting• Preparing• Approaching• Presenting
• Dealing with Objections
• Closing• Follow up
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Don’t forget to ASK!
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Selling Secrets