SlideShare a Scribd company logo
1 of 51
Download to read offline
DEVELOPED AND PRESENTED BY: JOHN M. LOMAHAN
“ Best way to sell
something:
DON’T SELL ANYTHING.
Earn the awareness,
respect and trust of those
who might buy.”
-Rand Fishkin
CEO and Founder, SEOmoz
The Art of SALESMANSHIP
 In this module, we are about to discover
ways on how to be an effective
SALESMAN. This will help us master
our skills, ability and knowledge of how
to close a sale.
 This module includes basic knowledge of
being a sales person, key points to
remember when doing a sale and
customer related skills for more effective
salesman-client relation.
WHAT IS
SALESMANSHIP?
 It is also an art of persuading one to
spent money
 Art of persuading someone to buy good
or products that will give him a lasting
satisfaction
BUT WHAT IS SALESMANSHIP
REALLY IS?????
WHAT IS
SALESMANSHIP?
 sales·man·ship
noun -ˌship: the skill of persuading people to
buy things or to accept or agree to
something
 Full Definition of SALESMANSHIP
1: the skill or art of selling
2: ability or effectiveness in selling or in
presenting
persuasively <political salesmanship>
SALESMANSHIP
 Art of helping your prospects or customer
achieve their goal.
 Art of solving CUSTOMER’s Problem
Art of converting human wants into needs
by persuading and not compulsion
IT IS AN
ART OF
INLFUENCING
OTHERS
SO HOW CAN I BE AN
EFFECTIVE SALESMAN?
S Support the client’s need.
A Adjust to their need.
L Love their objection.
E Excite them with your answer.
S Serve them your solution (PRODUCT/Service)
M Make a Strong Rapport/Relationship
A Aim for the best solution/answer to their needs
N NEVER! See them as “MONEY”
Qualities of a
Great
Salesperson
How many of you are
planning a career in sales
(show of hands)?
 Anything less then a 100% show of
hands is not acceptable…
 NOW WHY DO I SAY THAT?
We usually think of
SELLING
PRODUCTS,
SERVICES
OR
BOTH
But what about..
Selling
Yourself
Remember this truism…..
I don’t care what career path you are on.
The reality is that you must sell yourself
before you sell your skills.
I am talking about your “persona”---about
how others see you as a human being.
I choose to call it “personal
salesmanship”.
Why are some salespeople so
successful?
 They sell the product people want.
 They convince people they want
the product they have to sell.
 80% of Sales success is
psychological.
 Top salespeople are OPTIMISTS.
They have a positive mental
attitude.
Qualities of Top
Salespeople
1. They are Focused &
Driven Successful sales people work hard. Most
people want to be successful but they aren’t
prepared to work hard to achieve it. Sales
superstars don’ t wait for business to come to
them; they go after it. They have a sense of
urgency and a need to accomplish the task at
hand. They doesn’t get sidetracked and knows the
final destination.
2. They are Outgoing &
Enthusiastic Successful sales people are
enthusiastic. They are always in
a positive mood - even during
difficult times - and their
enthusiasm is contagious. They
seldom talk poorly of the company
or the business. When faced with
unpleasant or negative situations,
they choose to focus on the
positive elements instead of
allowing themselves to be
dragged down. Projects a great
first impression and is energized
by social interactions.
3. They are Relational
 Successful sales people keep in touch with
their clients. They know that constant contact
helps keep clients so they use a variety of
approaches to accomplish this. They are
constantly on the lookout for new and creative
ways to keep their name with their clients. Cares
about the person, not just the sale; effectively
identifies customer needs.
4. They Listen and Ask quality
questions.
 Great sales people ask quality questions. They know that
the most effective way to present their product or service is to
uncover their customer's goals, objectives, concerns and
hesitations. Successful sales people listen. Most sales
people will ask a question then give their customer the
answer, or continue to talk afterwards instead of waiting for
their response. They ask questions and listen carefully to the
responses, often taking notes and summarizing their
understanding of the customers' comments.
5. They are They are ambitious.
 They have a strong desire to gain a particular
objective; specifically, the drive to succeed or to
gain fame, power wealth, etc. Successful sales
people are avid goal setters. They know what
they want to accomplish and they plan their
approach. They make sure their goals are specific,
motivational, achievable yet challenging, relevant
to their personal situation, and time-framed. They
visualize their target, determine how they will
achieve their goal, and take action on a daily
basis.
6. They are courageous.
Everyone is afraid. The best
salespeople do it anyway! Ask for
the sale…
The top people confront their fears.
7. They are committed.
 Caring is the key element in successful
selling. They take responsibility for their
results. They do not blame internal
problems, the economy, tough competitors,
or anything else if they fail to meet their
sales quotas. They know that their actions
alone will determine their results and they
do what is necessary.
8. They engage in continuous
learning.
 Companies are investing more than ever into
their sales team training. We see the value in a
new way of training sales teams – and doing it
more effectively with less of a cost burden on
businesses. Easy access to and integration of a
wide range of media resources and it isfast and
cost-effective course development
9. They are prepared
A professional sales person prepares
ahead of time. They prepare their sales
plan, sales goals, and even themselves
for their presentation. They usually do
research about their clients/market and
plan their approach.
10. They Are Confident
 First and foremost, the very first thing you need in
sales and negotiations is your self-confidence.
Creating confidence in sales at the top level is going to
be done over a couple of years. This is not merely a fly
by night kind of thing that you must be doing to fill in
time. Success is something that needs to be created.
So get into a market that you have a passion for.
I AM
CONFIDENT……
So you want to be
successful at selling?
Master the SKILLS of a sales
person…
 Persuasion
 Negotiation
 Influence
 Assertiveness
 Planning and Organization
 Presentation
 Observation
Persuasion, Negotiation and
Influence
 In business, persuasion is a process aimed
at changing a person's (or a group's) attitude
or behavior toward some event, idea, object,
or other person(s). Good sales skills include
anticipating and dealing with any reasons the
customer may choose not to buy, known in
sales terms as 'objections'.
Assertiveness
 the quality of being self-assured and
confident without being aggressive.
Anticipate objections. Pay close
attention to your customers reactions.
Facial expressions and body language
can be a big "tell" in the customer's
attitude.
Planning & Organization
 Planning and organizing your workday keeps
you on task and reduces idle time at the office.
Your planning and organizational tools provide
direction for your work efforts, allowing you to
complete the most pressing tasks first. Learning
to prioritize your work responsibilities and use
efficient time-management skills enhances your
planning and organizational efforts.
Presentation
 Presentation skills can make or break a deal. If
you’re in front of an group of people, not only do
you have to sell your product or service, you have
to sell yourself. The great thing about this is that,
it not only for sales but virtually every type of
situation where you have to persuade people to
invest in your product, position, or belief. Make it
count.
Observation
 when you first meet someone (especially
someone who’s important to your success),
note how they behave. Are they loud or
soft? fast-paced or slower? Immediately
friendly or more reserved? Learn how to deal
with different king of clients.
Tips on
becoming an
EFFECTIVE
SALESMAN
HOW TO BE AN EFFECTIVE
SALESMAN
 Being a salesman involves facing so many
challenges. You get to meet a lot of people
of diverse characters. Some prospects may
be friendly, but others would shoo you
away. Furthermore, being a salesperson
means you have to work long hours. There
is also a high turnover in the sales industry.
Nevertheless, if you are hardworking and
truly dedicated, being in sales would make
you earn more….
MONEY
COMMISSIONS
INCENTIVES
 Believe in your product.
For you to be able to sell in confidence,
you must first have faith that the product
you are selling will really benefit your
buyer. You also ought to have good
product knowledge, so you could
answer all your prospects’ questions.
 Prepare your sales plan.
Write your sales objectives for the week;
include number of phone calls or emails
you have to send daily. Make a sales
journal. Forecast how much sales you
would want to close weekly, then
monthly.
 Target the right buyer.
You must do your research, to find out
who makes the purchasing decisions in
the company. Your effort would prove
futile if you fail to pinpoint who the real
buyers are in the company.
 Know your competitor.
Study your competitors’ products, and
look for advantages you may offer over
it.
 Go where the buyers are.
If your prospects are doctors, then go to
the hospitals; if you wish to sell to
teachers, then go to different schools.
Some even join expensive golf clubs
which their potential clients patronize.
Go where your target customers are
likely to be found.
 Pay attention to your prospect.
Probe your potential client. He might be
able to verbalize some concerns you
may be able to address. Listen carefully,
and pay close attention to details.
 Present some humor.
Some of your prospects may be tired of the
customary sales pitch. If you make him laugh, he
is more likely to look forward to your next meeting.
Make sure you do not bore your customers.
Prepare funny stories, but be wary of delivering
them at the right time.
 Be polite.
Show you are well mannered and
always respectful, no matter how bad
the situation is.
 Make your presentation short and
simple.
Avoid using terminologies and jargons
that the buyer might not understand.
The simpler the presentation, the better.
 Watch for buying signals.
If the prospect nods, smiles, or agrees
to use your free samples, consider these
as indications of interest to purchase
your products. Always be ready to close
the sale by having your sales contract
on hand.
 Ask for the sale.
Both your prospect and your time are
important. Be direct to the point. If the
buyer mentioned being interested, seal
the deal with a contract.
 Ask for referrals.
Your existing customers may suggest to
you new contacts. If your buyer has a good
relationship with you, or has a good buying
experience with your company, chances
are, you will get referrals from him. You
may also ask your client if you can mention
his company in your website or include him
in your portfolio of existing clients.
 Have a positive attitude.
You may not be successful this time, but
there is always a next time. A good
salesperson never gives up. The next
sale may be yours, and may just be
waiting around the corner.
 Know when to let go.
Do your best in order to close the sale.
However, if every measure was already
exhausted to no avail, then this customer
might not be worth your time and effort.
Look for other prospects, and focus your
energy where you have better chances.
AFTER SALES KEY
POINTS:
 Conduct follow ups every after
sales.
 Assess yourself.
 Always ask for CLIENT’S
feedback.
 Make sure you maintain stable
communication with your clients.
Always remember……..
“A sale is not something you
pursue; it’s what happens to while
you are immersed in serving your
customer.”
-unknown
THE ART OF SALESMANSHIP

More Related Content

What's hot (20)

Selling techniques
Selling techniquesSelling techniques
Selling techniques
 
Basics of sales
Basics of salesBasics of sales
Basics of sales
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
How to Improve sales Basics and Advance Techniques
How to Improve sales Basics and Advance TechniquesHow to Improve sales Basics and Advance Techniques
How to Improve sales Basics and Advance Techniques
 
Salesmanship
SalesmanshipSalesmanship
Salesmanship
 
Sales process
Sales processSales process
Sales process
 
Basics of Sales
Basics of SalesBasics of Sales
Basics of Sales
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the Sales
 
The Seven Step Selling Cycle
The Seven Step Selling CycleThe Seven Step Selling Cycle
The Seven Step Selling Cycle
 
Sales Performance Motivation
Sales Performance MotivationSales Performance Motivation
Sales Performance Motivation
 
Professional salesmanship
Professional salesmanshipProfessional salesmanship
Professional salesmanship
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniques
 
Prospecting
ProspectingProspecting
Prospecting
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales Training
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges
 
Sales Process Preapproach
Sales Process PreapproachSales Process Preapproach
Sales Process Preapproach
 
Sales Fundamental
Sales Fundamental Sales Fundamental
Sales Fundamental
 
Prospecting Skills
Prospecting Skills Prospecting Skills
Prospecting Skills
 
Sales Call
Sales CallSales Call
Sales Call
 

Similar to THE ART OF SALESMANSHIP

The quintessential sales man by Charles Chika A, Okah MNIM
The quintessential sales man by Charles Chika A, Okah MNIMThe quintessential sales man by Charles Chika A, Okah MNIM
The quintessential sales man by Charles Chika A, Okah MNIMCharles Chika Arthur Okah Mnim
 
7 Strategies for Selling in Tough Time
7 Strategies for Selling in Tough Time7 Strategies for Selling in Tough Time
7 Strategies for Selling in Tough TimeMohamed Osman
 
HOW TO BECOME A GREAT SALESMAN
HOW TO BECOME A GREAT SALESMAN HOW TO BECOME A GREAT SALESMAN
HOW TO BECOME A GREAT SALESMAN SumitKaushik74
 
Winslow's Custom Buildings: Sales
Winslow's Custom Buildings: SalesWinslow's Custom Buildings: Sales
Winslow's Custom Buildings: SalesTexwin Carports
 
Sales The New Need Of Life
Sales   The New Need Of LifeSales   The New Need Of Life
Sales The New Need Of LifeVishal Wadekar
 
Sales Negotiating-for-entrepreneurs
Sales Negotiating-for-entrepreneursSales Negotiating-for-entrepreneurs
Sales Negotiating-for-entrepreneursimdurgesh
 
Sell Like a Pro - 7 essential skills used by smart sales people
Sell Like a Pro - 7 essential skills used by smart sales peopleSell Like a Pro - 7 essential skills used by smart sales people
Sell Like a Pro - 7 essential skills used by smart sales peopleJUDE ODUM
 
How to hire your first Salesperson
How to hire your first SalespersonHow to hire your first Salesperson
How to hire your first SalespersonLimitless Creative
 
Consultative sales success strategy
Consultative sales success strategyConsultative sales success strategy
Consultative sales success strategyAnshumali Saxena
 
Common mistakes made by sales people and how to avoid them juma william
Common mistakes made by sales people and how to avoid them juma williamCommon mistakes made by sales people and how to avoid them juma william
Common mistakes made by sales people and how to avoid them juma williamJuma William
 
Common mistakes made by sales people and how to avoid them - Juma William
Common mistakes made by sales people and how to avoid them - Juma WilliamCommon mistakes made by sales people and how to avoid them - Juma William
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
 
Common mistakes made by sales people and how to avoid them
Common mistakes made by sales people and how to avoid themCommon mistakes made by sales people and how to avoid them
Common mistakes made by sales people and how to avoid themJuma William
 
Chap 9 reporting
Chap 9 reportingChap 9 reporting
Chap 9 reportingReaLyn3
 
How to win over a Customer.pptx
How to win over a Customer.pptxHow to win over a Customer.pptx
How to win over a Customer.pptxDebarka Banerjee
 

Similar to THE ART OF SALESMANSHIP (20)

Closing the sale
Closing the saleClosing the sale
Closing the sale
 
The quintessential sales man by Charles Chika A, Okah MNIM
The quintessential sales man by Charles Chika A, Okah MNIMThe quintessential sales man by Charles Chika A, Okah MNIM
The quintessential sales man by Charles Chika A, Okah MNIM
 
7 Strategies for Selling in Tough Time
7 Strategies for Selling in Tough Time7 Strategies for Selling in Tough Time
7 Strategies for Selling in Tough Time
 
Thank God it's Sales
Thank God it's SalesThank God it's Sales
Thank God it's Sales
 
HOW TO BECOME A GREAT SALESMAN
HOW TO BECOME A GREAT SALESMAN HOW TO BECOME A GREAT SALESMAN
HOW TO BECOME A GREAT SALESMAN
 
Winslow's Custom Buildings: Sales
Winslow's Custom Buildings: SalesWinslow's Custom Buildings: Sales
Winslow's Custom Buildings: Sales
 
Sales Mastery Training
Sales Mastery TrainingSales Mastery Training
Sales Mastery Training
 
Sales The New Need Of Life
Sales   The New Need Of LifeSales   The New Need Of Life
Sales The New Need Of Life
 
Business Success Steps
Business Success StepsBusiness Success Steps
Business Success Steps
 
Sales Negotiating-for-entrepreneurs
Sales Negotiating-for-entrepreneursSales Negotiating-for-entrepreneurs
Sales Negotiating-for-entrepreneurs
 
Sell Like a Pro - 7 essential skills used by smart sales people
Sell Like a Pro - 7 essential skills used by smart sales peopleSell Like a Pro - 7 essential skills used by smart sales people
Sell Like a Pro - 7 essential skills used by smart sales people
 
How to hire your first Salesperson
How to hire your first SalespersonHow to hire your first Salesperson
How to hire your first Salesperson
 
Typesofsalespeople
TypesofsalespeopleTypesofsalespeople
Typesofsalespeople
 
Consultative sales success strategy
Consultative sales success strategyConsultative sales success strategy
Consultative sales success strategy
 
Common mistakes made by sales people and how to avoid them juma william
Common mistakes made by sales people and how to avoid them juma williamCommon mistakes made by sales people and how to avoid them juma william
Common mistakes made by sales people and how to avoid them juma william
 
Common mistakes made by sales people and how to avoid them - Juma William
Common mistakes made by sales people and how to avoid them - Juma WilliamCommon mistakes made by sales people and how to avoid them - Juma William
Common mistakes made by sales people and how to avoid them - Juma William
 
Common mistakes made by sales people and how to avoid them
Common mistakes made by sales people and how to avoid themCommon mistakes made by sales people and how to avoid them
Common mistakes made by sales people and how to avoid them
 
Chap 9 reporting
Chap 9 reportingChap 9 reporting
Chap 9 reporting
 
How to win over a Customer.pptx
How to win over a Customer.pptxHow to win over a Customer.pptx
How to win over a Customer.pptx
 
Unit 1
Unit 1Unit 1
Unit 1
 

THE ART OF SALESMANSHIP

  • 1. DEVELOPED AND PRESENTED BY: JOHN M. LOMAHAN
  • 2. “ Best way to sell something: DON’T SELL ANYTHING. Earn the awareness, respect and trust of those who might buy.” -Rand Fishkin CEO and Founder, SEOmoz
  • 3. The Art of SALESMANSHIP  In this module, we are about to discover ways on how to be an effective SALESMAN. This will help us master our skills, ability and knowledge of how to close a sale.  This module includes basic knowledge of being a sales person, key points to remember when doing a sale and customer related skills for more effective salesman-client relation.
  • 4. WHAT IS SALESMANSHIP?  It is also an art of persuading one to spent money  Art of persuading someone to buy good or products that will give him a lasting satisfaction BUT WHAT IS SALESMANSHIP REALLY IS?????
  • 5. WHAT IS SALESMANSHIP?  sales·man·ship noun -ˌship: the skill of persuading people to buy things or to accept or agree to something  Full Definition of SALESMANSHIP 1: the skill or art of selling 2: ability or effectiveness in selling or in presenting persuasively <political salesmanship>
  • 6. SALESMANSHIP  Art of helping your prospects or customer achieve their goal.  Art of solving CUSTOMER’s Problem Art of converting human wants into needs by persuading and not compulsion IT IS AN ART OF INLFUENCING OTHERS
  • 7. SO HOW CAN I BE AN EFFECTIVE SALESMAN? S Support the client’s need. A Adjust to their need. L Love their objection. E Excite them with your answer. S Serve them your solution (PRODUCT/Service) M Make a Strong Rapport/Relationship A Aim for the best solution/answer to their needs N NEVER! See them as “MONEY”
  • 9. How many of you are planning a career in sales (show of hands)?  Anything less then a 100% show of hands is not acceptable…  NOW WHY DO I SAY THAT?
  • 10. We usually think of SELLING PRODUCTS, SERVICES OR BOTH
  • 12. Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”.
  • 13. Why are some salespeople so successful?  They sell the product people want.  They convince people they want the product they have to sell.  80% of Sales success is psychological.  Top salespeople are OPTIMISTS. They have a positive mental attitude.
  • 15. 1. They are Focused & Driven Successful sales people work hard. Most people want to be successful but they aren’t prepared to work hard to achieve it. Sales superstars don’ t wait for business to come to them; they go after it. They have a sense of urgency and a need to accomplish the task at hand. They doesn’t get sidetracked and knows the final destination.
  • 16. 2. They are Outgoing & Enthusiastic Successful sales people are enthusiastic. They are always in a positive mood - even during difficult times - and their enthusiasm is contagious. They seldom talk poorly of the company or the business. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down. Projects a great first impression and is energized by social interactions.
  • 17. 3. They are Relational  Successful sales people keep in touch with their clients. They know that constant contact helps keep clients so they use a variety of approaches to accomplish this. They are constantly on the lookout for new and creative ways to keep their name with their clients. Cares about the person, not just the sale; effectively identifies customer needs.
  • 18. 4. They Listen and Ask quality questions.  Great sales people ask quality questions. They know that the most effective way to present their product or service is to uncover their customer's goals, objectives, concerns and hesitations. Successful sales people listen. Most sales people will ask a question then give their customer the answer, or continue to talk afterwards instead of waiting for their response. They ask questions and listen carefully to the responses, often taking notes and summarizing their understanding of the customers' comments.
  • 19. 5. They are They are ambitious.  They have a strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc. Successful sales people are avid goal setters. They know what they want to accomplish and they plan their approach. They make sure their goals are specific, motivational, achievable yet challenging, relevant to their personal situation, and time-framed. They visualize their target, determine how they will achieve their goal, and take action on a daily basis.
  • 20. 6. They are courageous. Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears.
  • 21. 7. They are committed.  Caring is the key element in successful selling. They take responsibility for their results. They do not blame internal problems, the economy, tough competitors, or anything else if they fail to meet their sales quotas. They know that their actions alone will determine their results and they do what is necessary.
  • 22. 8. They engage in continuous learning.  Companies are investing more than ever into their sales team training. We see the value in a new way of training sales teams – and doing it more effectively with less of a cost burden on businesses. Easy access to and integration of a wide range of media resources and it isfast and cost-effective course development
  • 23. 9. They are prepared A professional sales person prepares ahead of time. They prepare their sales plan, sales goals, and even themselves for their presentation. They usually do research about their clients/market and plan their approach.
  • 24. 10. They Are Confident  First and foremost, the very first thing you need in sales and negotiations is your self-confidence. Creating confidence in sales at the top level is going to be done over a couple of years. This is not merely a fly by night kind of thing that you must be doing to fill in time. Success is something that needs to be created. So get into a market that you have a passion for.
  • 26. So you want to be successful at selling?
  • 27. Master the SKILLS of a sales person…  Persuasion  Negotiation  Influence  Assertiveness  Planning and Organization  Presentation  Observation
  • 28. Persuasion, Negotiation and Influence  In business, persuasion is a process aimed at changing a person's (or a group's) attitude or behavior toward some event, idea, object, or other person(s). Good sales skills include anticipating and dealing with any reasons the customer may choose not to buy, known in sales terms as 'objections'.
  • 29. Assertiveness  the quality of being self-assured and confident without being aggressive. Anticipate objections. Pay close attention to your customers reactions. Facial expressions and body language can be a big "tell" in the customer's attitude.
  • 30. Planning & Organization  Planning and organizing your workday keeps you on task and reduces idle time at the office. Your planning and organizational tools provide direction for your work efforts, allowing you to complete the most pressing tasks first. Learning to prioritize your work responsibilities and use efficient time-management skills enhances your planning and organizational efforts.
  • 31. Presentation  Presentation skills can make or break a deal. If you’re in front of an group of people, not only do you have to sell your product or service, you have to sell yourself. The great thing about this is that, it not only for sales but virtually every type of situation where you have to persuade people to invest in your product, position, or belief. Make it count.
  • 32. Observation  when you first meet someone (especially someone who’s important to your success), note how they behave. Are they loud or soft? fast-paced or slower? Immediately friendly or more reserved? Learn how to deal with different king of clients.
  • 34. HOW TO BE AN EFFECTIVE SALESMAN  Being a salesman involves facing so many challenges. You get to meet a lot of people of diverse characters. Some prospects may be friendly, but others would shoo you away. Furthermore, being a salesperson means you have to work long hours. There is also a high turnover in the sales industry. Nevertheless, if you are hardworking and truly dedicated, being in sales would make you earn more…. MONEY COMMISSIONS INCENTIVES
  • 35.  Believe in your product. For you to be able to sell in confidence, you must first have faith that the product you are selling will really benefit your buyer. You also ought to have good product knowledge, so you could answer all your prospects’ questions.
  • 36.  Prepare your sales plan. Write your sales objectives for the week; include number of phone calls or emails you have to send daily. Make a sales journal. Forecast how much sales you would want to close weekly, then monthly.
  • 37.  Target the right buyer. You must do your research, to find out who makes the purchasing decisions in the company. Your effort would prove futile if you fail to pinpoint who the real buyers are in the company.
  • 38.  Know your competitor. Study your competitors’ products, and look for advantages you may offer over it.
  • 39.  Go where the buyers are. If your prospects are doctors, then go to the hospitals; if you wish to sell to teachers, then go to different schools. Some even join expensive golf clubs which their potential clients patronize. Go where your target customers are likely to be found.
  • 40.  Pay attention to your prospect. Probe your potential client. He might be able to verbalize some concerns you may be able to address. Listen carefully, and pay close attention to details.
  • 41.  Present some humor. Some of your prospects may be tired of the customary sales pitch. If you make him laugh, he is more likely to look forward to your next meeting. Make sure you do not bore your customers. Prepare funny stories, but be wary of delivering them at the right time.
  • 42.  Be polite. Show you are well mannered and always respectful, no matter how bad the situation is.
  • 43.  Make your presentation short and simple. Avoid using terminologies and jargons that the buyer might not understand. The simpler the presentation, the better.
  • 44.  Watch for buying signals. If the prospect nods, smiles, or agrees to use your free samples, consider these as indications of interest to purchase your products. Always be ready to close the sale by having your sales contract on hand.
  • 45.  Ask for the sale. Both your prospect and your time are important. Be direct to the point. If the buyer mentioned being interested, seal the deal with a contract.
  • 46.  Ask for referrals. Your existing customers may suggest to you new contacts. If your buyer has a good relationship with you, or has a good buying experience with your company, chances are, you will get referrals from him. You may also ask your client if you can mention his company in your website or include him in your portfolio of existing clients.
  • 47.  Have a positive attitude. You may not be successful this time, but there is always a next time. A good salesperson never gives up. The next sale may be yours, and may just be waiting around the corner.
  • 48.  Know when to let go. Do your best in order to close the sale. However, if every measure was already exhausted to no avail, then this customer might not be worth your time and effort. Look for other prospects, and focus your energy where you have better chances.
  • 49. AFTER SALES KEY POINTS:  Conduct follow ups every after sales.  Assess yourself.  Always ask for CLIENT’S feedback.  Make sure you maintain stable communication with your clients.
  • 50. Always remember…….. “A sale is not something you pursue; it’s what happens to while you are immersed in serving your customer.” -unknown