Principles of

Professional
Salesmanship

The
best
description
of
selling is:Selling is the
process of transferring your
enthusiasm for an idea, product
or service to a customer or
potential customer with a need
to be satisfied.

Facts Concerning Salesmanship:

People buy people first, then it can be
categorized as goods and services.
People will run from high pressure sales
tactics and they dont come back.
People prefer to believe they have
bought something without persuasion.
People can read you like a book.The
truth is reflected in your eyes and in
your face.

 Honesty is the key to owning a

customers loyalty.
On the average, it takes seven contacts
to develop one repeat customer.

Why customers do not buy:

1. The customer is not qualified to buy.
2. Salesperson
failed
to
establish
common ground.
3. Salespersons only concern was making
the sale.
4. Salesperson failed to establish trust.
5. Salesperson failed to present enough
facts to make an intelligent decision.

Why customers dont come back

are:
1. Failure to establish common ground.
2. Failure to follow up the sale with
Thanks and customer satisfaction
analysis.

Why
sales
people
accomplish their task :

Poor people skills

Negative attitudes
Lack of self-confidence
Lack of knowledge
Fear
Inability to follow up

fail

to

6 Techniques of Professional
Sales Management
1. Sell to People
Aim at becoming a people expert
Professional
salespeople
actuallylikepeople
People
buy
from
people

theyalwayswill.

2. Sell Yourself
Be interesting and develop intellect
Never be arrogant never talk up or
down. Respect the buyer and they will
respect you
and
upgrade your
empathy levels
Control ego levels.

3. Skill of being a patient listener

Develop your questioning techniques
Listen to understand
God has given us two ears and one
mouth, we should use them in that
order
Successful sales professionals talk for
20% of the time and listen for 80% of
the time
Develop your active listening skills.

4.Features
Benefits

Must

Be

Linked

To

Features are common benefits are

personal and specific
Discover prime desires
Personalize benefits
Describe end results.
84% of all buying decisions are based
upon emotion not logic. You Cannot
Rely On Logic
What are the chief buying emotions?
Ego Security Pride Of Ownership
Greed Health Prestige Status

5. Be Unique
Every business, every company, every
product has something that is unique
Look outside the square
Identify the uniqueness of: your
product your service your company
yourself
Buyers buy solutions and results they
do not buy products or service.

5. Finally: Be Professional At all

Times
The greatest compliment a customer
can pay you is to describe you as
professional
Dont worry about being liked be
respected.
Being professional is not one thing it is
three:
It is what you do, what you say and
how you present yourself.