Principles of Successful Selling

• Importance of Selling• Characteristics of a

Successful Salesperson

• The Selling Process

Principles of Successful Selling

Do you know that only certain people can ba a salesperson?

Why do you think that is so?

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.

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

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.

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 resultsDon’t blame your company, the

economy, or the competition for your problems

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

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

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

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

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.

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.

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

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

The Selling Process Main Steps

1. Finding and qualifying sales leads

2. Preparing for a sales call

3. Making the sales call

4. Closing a sale and following up

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

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.

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

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

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

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

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

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

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

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

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

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.

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 futureEstimating your future sales for a specific

time period

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