This is a story of a man who sales Pencil
How to be a good salesman
About HENRY
Right voice tone
Long-term planning ability
Good listener
Positive mind
1
2
3
4
“So Henry,
this is your probation period,
we intend to entrust you with the task of
selling 10.000 pencils for our company in two
months. If you’ve done well, you will be
employed as formal employee.
Beside, we’ll try to promote you.
But if you didn’t, we will find another one to
replace your position and…you can go.
What do you think?”
“ Yes Sir, i think i can do it well,
please let me take on this work ” – said he
S
Specific
M A R T
significant
stretching
simpleMeasurable
motivational
manageable
meaningful
Attainable
Relevantresult-based
result-oriented reasonable
Time-boundtime-oriented
time limited
tangible
uses 5 /month
uses 500 /month100
in a quarter = 2000
5
10,000
An evolution from a normal target to a S.M.A.R.T targetConversion
S.M.A.R.T target
Sell ten thousand
pencils in two months.
Normal target
21 Get at least 5 contracts
run for a quarter, from
large securities firms
which have approximate
100 employees.
After few weeks
Continuously finding client’s
problem, improve solutions again.
Make every client who was not
satisfied enough become happy.
Re-
Evaluate
Improve
service/solution
evaluate
10000
20000
40000
Long-term Planning
Building a business
THANK YOU!