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Basic Salesmanship

ARE YOU BORN TO SELL?

DO YOU HAVE WHAT IT TAKES


TO BE A SALESPERSON?

PERSONAL INVENTORY TEST IF YOU HAVE WHAT IT TAKES


TO BE A SALESPERSON
Instruction: Just answer YES or NO. There is middle
between yes and no, for sales people called working on
it. You better say no until you achieve that characteristic.

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.

I have set my goals in writing.


I have good self-discipline.
I am self-motivated.
I want to be more
knowledgeable.
I want to build relationships.
I am self confident.
I like myself.
I love people.
I love challenge.
I love to win.
I can accept rejection with
positive attitude.

12. I can handle the details.


13. I am loyal.
14. I am enthusiastic.
15. I am observant.
16. I am a good listener.
17. I am perceptive.
18. I am a skillful communicator.
19. I am a hard worker.
20. I want to be financially secure.
21. I am persistent.

CHECK YOUR ANSWERS


If you have 15 and up honest YES answers, youve got what it
takes to be a salesperson.
If you have 10-14 yes answers, it could go either way (better
chance if you answered yes to knowledge, enthusiasm,
self-confident, perceptive, self-motivated and persistent.)
If you have below 10 yes answers, just dont try it,
even if it means world peace.

Note: The science of selling can be learned and applied easily if you
embody the above traits. JUST BELIEVE IN YOURSELF.

CONTENTS
1. Salesmanship Definition
2. Who are Customers
3. Facts About Customers
4. Types of Customer
5. Customers Reason for Buying a Product
6. Failure Factor of Sales People
7. Simple Attitude Test
8. 4 Belief System
9. Principles That Will Work To Any Type of Customer
10. Principles of Becoming A Good Salesman
11. Facts about Questioning
12. Principles of Listening
13. Words of Wisdom

SALESMANSHIP
Practice of investigating
and satisfying customer needs
through a process that is efficient,
fair, sincere, mutually beneficial,
and aimed at
long-term productive relationship.

WHO ARE CUSTOMERS?


INTERNAL CUSTOMER

An individual or a group of people you may


Interact / serve within the organization.

EXTERNAL CUSTOMER

Someone who comes to your organization


for products or services the end customer.

Facts about Customers


The Customer is the business biggest asset
The Customer pays all our salaries wages and bonuses
The customer will go where he/she receives the best
attention
There is no profit, no growth, no jobs without the
customer
Hence, You must be your customers best choice!

Types of customer
Based on unique behavioral attributes, customers are
of following types

Loyal customer
Discount customer
Impulse customer
Need based customer
Wandering customer

Loyal customer
20% of our customer base make up more than 50%
our sales.
Completely satisfied customer.
Keep returning to company.
customer experience > customer expectation

Loyal customer
Positive word of mouth.
You can , never do enough for them. many times, the
more you do for them, the more they will recommend
you to other.
Invest maximum time and effort to serve these
customer.

Discount customer
They shop our stores frequently, but make their
decisions based on the size of discount.
This category helps ensure your inventory is turning
over and as a result, it is a key contributor to cash
flow.

Discount customer
Merely satisfied customers, also show defection ready
to switch.
Chase low prices.
Milk these customers as
long as they are active or
in discount seasons.

Impulse customer
They do not come for buying a particular item at the
shop, but come into the store on a whim.
They will purchase what seems good at the time.
Maximize the profit on each transaction.
This is the segment we all like to serve.
Pursue fashion trends.
We want to target our displays towards these
customers.

Need based customer


People in this category are driven by a specific need.
When they enter the store, they will look to see if they
can have that need filled . if, not they will leave right
away
It is difficult to satisfy these people.
Customers are habitual of particular brand.

Need based customer


Show inertia in brand switching.
Need based customer can easily be lost to internet
sales or a different retailer.
So to overcome this threat, positive personal
interaction is required.
They can also become loyal customers if they are well
taken care of.

Wandering customer
They have no specific need or desire in mind when
they come into the store.
They want a sense of experience or community.
They make up the smallest percentage of sales.
Although wandering customers cannot be ignored, the
time spent on them needs to be minimized.

Conclusion
Focus our effort on the loyal customers
merchandise our store to leverage the
impulse shoppers.
When products become so similar and technologies
are commonly available , CUSTOMER
EXPERIENCE is the only true differentiator.

WHY DO CUSTOMERS BUY?


They need it.

To show off.

They think they need it.

To solidify relationship.

To get competitive edge. They were talked into it.


To save money.

They got a great deal.

To feel good.

To solve a problem.

WHY DO SALES PEOPLE FAIL?


15 % IMPROPER TRAINING Both product and sales skills
20 % POOR COMMUNICATION Both verbal and written
15 % NO MGT. SUPPORT Problematic Boss
50 % ATTITUDE Negative attitude towards the job.

Sales people can succeed 50% more


if they just CHANGE the way they think.

SIMPLE ATTITUDE TEST


Just answer YES or NO

I watch the news at least one hour per day.


I read the paper everyday.
I read a news magazine every week.
I sometimes have a bad day, all day.
My job is a drag.
I get angry for an hour or more.
I talk and commiserate with negative people.
I look to blame others when something goes wrong.
I get angry at my friend and dont talk for days or week.
I bring personal problems to work and discuss them.
I expect and plan for the worst.
I am affected by bad weather (too cold, too hot, rain) enough to talk about.
Rating
0-2 Yes answers You have a positive attitude
3-6 Yes answers You have a negative attitude.
7 up Yes answer You have attitude problem.
Everyone will say they have a positive attitude, but the truth is only
1 in every 1,000 have what it takes.

ESTABLISH A 4 BELIEF SYSTEM


Believe in your PRODUCT.
Believe in your COMPANY.
Believe in your SERVICE.
Believe in YOURSELF.

5 PRINCIPLES THAT WILL WORK


TO ANY TYPE OF CUSTOMER

Never ARGUE.
Never OFFEND.
Never GIVE UP.
Make them your FRIEND.
Never LIE.

THERE ARE MANY WAYS AND PRINCIPLES


IN BECOMING A GOOD SALESMAN
BUT WE CAN SIMPLIFY IT IN 4 Principles

Master the art of QUESTIONING.


Master your LISTENING skills
Stregthen your BELIEF system.
Take the RISK.
Anyone who has never made a mistake
has never tried anything new. -- Albert Einstein

QUESTIONING AND LISTENING SHOULD BE BALANCE

Listening
Skills
Questioning
Skills

QUESTIONS SOLVES PROBLEM

If I had an hour to solve a problem and


my life depended on it,
I would spend the first 55 minutes
determining the proper question to ask,
for once I know the proper question,
I could solve the problem in less than five
minutes.
-- Albert Einstein

CRITICAL THINKING/PROBLEM SOLVING EXERCISE


Move 4 matchsticks
to make 5 squares

Move 3 matchsticks
to make 3 identical squares

Move 4 matchsticks
to make 3 squares

ASK THE WRONG QUESTIONS,


GET THE WRONG ANSWERS.

FACT : Questions are the heart of the sale.


FACT : Questions convert the selling process to buying process.
FACT : Questions uncover facts and motives for buying.
FACT : Questions controls the conversation.
CHALLENGE : Can you close a sale or deal in just 5 questions?

The KEY is in the answer. So, LISTEN.


5 Principles of Listening.
Dont interrupt
Listen with purpose.
Listen to what is not said. (Action speaks louder than words.)
Listen by taking action.
Avoid all destructions.
There are many secrets to becoming a good listener,
But theres only one that emcompasses them all.

JUST SHUT UP!

Do you believe that more sales are made


with friendship than salesmanship?

If you make a sale, you earn a commission.


But if you make a friend, you
Earn a fortune.

People buy people first, then goods and service.

THANK YOU!!!