Selling Secrets. Lesson Goals: Define, develop and improve salesmanship skills Differentiate various types of selling Learn a variety of communication.

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Presentation transcript:

Selling Secrets

Lesson Goals: Define, develop and improve salesmanship skills Differentiate various types of selling Learn a variety of communication techniques in selling 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 Selling Secrets

Salesmanship Involves Application Of… 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 Selling Secrets

Selling Situations Selling Secrets Direct Retail or personal selling Indirect Wholesale

Relationship Selling Involves… Selling Secrets Service Opportunity Trust

Principles of Non-Manipulative Selling Professionalism Shared Goals Trust Understanding Appreciation Partnering Selling Secrets

Selling is everything you do on behalf of the business. Selling Secrets

Networking: Becoming involved in events, people, and places. Selling Secrets

Types of Networking Selling SecretsFormal Establishes business credibility Example: Professional Organizations Informal Increases contact with other businesses Example: Civic Groups

Keys to Selling Organize Adapt to situations Anticipate situations Network with other business Practice your skills Selling Secrets

Seven Steps in Selling 1.Prospecting 2.Preparing 3.Approaching 4.Presenting 5.Dealing with Objections 6.Closing 7.Follow up Selling Secrets

Know the Objections to Closing a Sale Selling Secrets No need No hurry No trust No money No desire

Closing the Sale Selling Secrets SuggestOfferSummarizeApprove

Don’t forget to ASK! Selling Secrets

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