1. Selling Secrets

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

3. 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

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

5. 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

6. Selling Situations Selling Secrets Direct Retail or personal selling Indirect Wholesale

7. Relationship Selling Involves… Selling Secrets Service Opportunity Trust

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

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

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

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

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

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

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

15. Closing the Sale Selling Secrets SuggestOfferSummarizeApprove

16. Don’t forget to ASK! Selling Secrets