Selling Secrets
Jan 29, 2016
Selling Secrets
Lesson Goals:
• Define, develop and improve salesmanship skills• Differentiate various types of selling• Learn a variety of communication techniques in
selling
Selling Secrets
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
Salesmanship Involves Application Of…
• Energy• Motivation• Persistence• Knowledge
• Communication• Problem Solving• Positive Attitude
Selling Secrets
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
Selling Situations
Selling Secrets
Relationship Selling Involves…
Selling Secrets
Selling Secrets
Selling is everything you do on behalf of the business.
Selling Secrets
Networking:Becoming involved in events,
people, and places.
Selling Secrets
Types of Networking
Selling Secrets
Selling Secrets
Seven Steps in Selling
1. Prospecting
2. Preparing
3. Approaching
4. Presenting
5. Dealing with Objections
6. Closing
7. Follow up
Selling Secrets
Know the Objections to Closing a Sale
Selling Secrets
Closing the Sale
Selling Secrets
Don’t forget to ASK!
Selling Secrets