THE ART OF SALESMANSHIP

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 peopleof diverse characters. Some prospects maybe friendly, but others would shoo youaway. Furthermore, being a salespersonmeans you have to work long hours. Thereis also a high turnover in the sales industry.Nevertheless, if you are hardworking andtruly dedicated, being in sales would makeyou earn more….

MONEYCOMMISSIONS

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