1. Selling Secrets

2. 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 SLIDE 1 Selling Secrets

3. Salesmanship Involves Application Of… SLIDE 2 Energy Motivation Persistence Knowledge Communication Problem Solving Positive Attitude Selling Secrets

4. Beware of “Marginal Business Attitudes” Limiting work effort Avoiding what needs to be done Underpricing Disliking challenge Being all things to all people SLIDE 3 Selling Secrets

5. Selling Situations Direct selling or personal selling = retail Indirect selling = wholesale SLIDE 4 Selling Secrets

6. Relationship Selling Involves… Service Trust Listening for opportunities SLIDE 5 Selling Secrets

7. Principles of Non-Manipulative Selling Professionalism Shared Goals Trust Understanding Appreciation Partnering SLIDE 6 Selling Secrets

8. Selling is everything you do on behalf of the business. SLIDE 7 Selling Secrets

9. Networking: Becoming involved in events, people, and places. SLIDE 8 Selling Secrets

10. Types of Networking Formal – establishes business credibility (ex. Professional Organizations) Informal – increases contact with other businesses (ex. Civic Groups) SLIDE 9 Selling Secrets

11. Keys to Selling Organize Adapt to situations Anticipate situations Network with other business Practice your skills SLIDE 10 Selling Secrets

12. Seven Steps in Selling SLIDE 11 Prospecting Preparing Approaching Presenting Dealing with Objections Closing Follow up Selling Secrets

13. Know the Objections to Closing a Sale No need No hurry No trust No money No desire SLIDE 12 Selling Secrets

14. Closing the Sale Suggest Offer Summarize Approve SLIDE 13 Selling Secrets

15. Don’t forget to ASK! SLIDE 14 Selling Secrets