1. Principles of Successful Selling
Importance of Selling
Characteristics of a Successful Salesperson
The Selling Process

2. Principles of Successful Selling
Do you know that only certain people can ba a salesperson?
Why do you think that is so?

3. Characteristic of Successful Salespeople
Positive Attitude – focus on the positive, even when times are tough.
Genuine excitement about the product or service the are selling, their enthusiasm shines through in their conversation and actions.
Has a positive effect on customers leading to an increase in sales.

4. Characteristics of Successful Salespeople
Good Listener – learn how to ask their customers quality questions and then listen closely without interrupting.
Then, offer a solution for the specific situation.
Usually proves more effective than giving the same sales pitch to everyone

5. Characteristics of Successful Salespeople
Persistent – Selling is not as easy as some people make it look.
Often make many contacts before making a sale.
The more you learn, the easier the selling process can become.

6. Characteristics of Successful Salespeople
Hard Worker – take responsibility for you own success
Make goals for yourself and then form strategies to reach them
Work hard to produce positive results
Don’t blame your company, the economy, or the competition for your problems

7. Characteristics of Successful Salespeople
Truthful – Some salespeople tell customers only what they think they want to hear.
This leads to misunderstanding and deception.
Reestablishing trust with a customer once it is broken can be difficult.
Others are told negative experiences

8. Characteristics of Successful Salespeople
Consistent – You must be dependable, don’t promise something you cannot deliver within a reasonable timeframe
Customer may get annoyed and decide to buy elsewhere
Always keep in touch with your customers
Builds trust, encourages loyalty

9. Importance of Personal Selling
Personal selling is a promotional technique used by a company’s sales force
Sales force is another term for salespeople or sales representatives
Personal selling has several advantages over other types of promotion

10. Importance of Personal Selling
Helps Build Personal Relationships – contact by means of face-to-face meetings and telephone calls.
Many people appreciate the opportunity to provide feedback as well as receive information.
Allows for Customized Communication – salespeople have the opportunity to adapt their message to each customer

11. Importance of Personal Selling
When someone has questions or objections regarding a product, the salesperson can address them in individually.
Objections are the reasons that a customer may be reluctant or cautious about buying.

12. Importance of Personal Selling
Helps Reach Business Customers – Often several people at a company are involved in making purchasing decisions. By scheduling a group meeting, you can provide sales information to multiple individuals at one time.

13. ALWAYS REMEMBER THIS:
Even though a salesperson is only one individual, he/she represents the company when dealing with customers. A customer often forms an opinion about the entire company based on the attitude and behavior of a single salesperson.
WOW – this can be good or really bad for the company

14. The Selling Process
The phrase “selling process” is another way to refer to personal selling.
This process is a cluster of activities used to obtain sales and build long-term relationships with customers.
Used in both products and services, but the steps may vary

15. The Selling Process Main Steps
Finding and qualifying sales leads
Preparing for a sales call
Making the sales call
Closing a sale and following up

16. 1. Finding/qualifying sales leads
A sales lead is a person or company that has some characteristics of your target market and can be obtained in several ways:
Promotional Responses (surveys, cards at trade shows, magazines, etc)
Referrals – a person provides contact information for someone else who may be interested in product/service

17. Finding/qualifying sales leads
Data Mining – process of using a computer program to search large collections of electronic information looking for patterns or trends
Cold Calls – when a salesperson contact someone he/she does not know, and without prior notice. Also called canvassing.

18. 2. Preparing for a Sales Call
Set up an appointment – a successful approach to selling; ensures the person you want to see is available when you visit; also makes sure you are talking to the right person
Learn about the Prospect Customer – figure out the prospect’s current needs, understand what the prospect’s business is and how they operate

19. Know your Product or Service
Make sure you know as much as possible about your company and the product or service you are trying to sell.
The more knowledgeable you are about what you are selling, the more confident and relaxed you will likely be during the sales call

20. Develop an Overall Selling Strategy
Decide on the selling approach that will work best
Consider aspects of product/service that will appeal most to the prospect
Anticipate what questions or objections the prospect may have

21. Write a Presentation Outline
Plan what you want to say and what marketing materials you will show
If you plan to demonstrate, practice those steps as well
If meeting with a group of people, consider preparing an electronic presentations
Always carry the necessary equipment

22. 3. Making a Sales Call
Be on time – This shows that you respect your prospect and don’t want to waster their time
Try to Build Rapport – an emotional connection between people on feelings of mutual trust and respect; don’t dive right into business talk

23. 3. Making a Sales Call
Ask questions and take notes – don’t ask yes/no questions. Taking notes says you are listening and you care about what they have to say
Answer Objections – resistance to buying can be seen by body language or heard by words. If you don’t know, don’t make something up. Tell them you don’t know but will find an answer

24. 3. Making a Sales Call
Ask for a Commitment – very important part of closing the sale
If no commitment, try to understand why so that you can prepare for the next time you plan to visit this prospect

25. 4. Closing a Sale and Following Up
Final closing of a sale occurs after a product or service is delivered or provided, the prospect is satisfied, and the payment is received.
It is wise to follow up with a visit or phone call.
A happy customer will lead to a good relationship and additional sales

26. How is a Salesperson Paid?
Salary Only – fixed amount of money paid on a regular basis regardless of the amount of sales
Commission Only – an amount paid based on the volume of products/services that a salesperson sells
Salary plus Commission – combination of both

27. Sales Forecasting
A sales forecast will be a key part of your company’s financial planning. It is a prediction of the amount of future sales expected over a period of time.
It is a tool to help evaluate the health of an established company or the feasibility of a new business venture.

28. Preparing a Sales Forecast
Analyzing current conditions – where are you now with company and market conditions
Review past sales – use past sales to project future sales
Make educated predications about future
Estimating your future sales for a specific time period

29. ASSIGNMENT Use the brainstorming paper provided to:
Create Customers
Create the Process for Selling
Create a Sales Forecast to use in your Business
All entries should match your sales plan
Then, write the final on the paper provided for the above