Introduction to Selling What is Selling? The AMA
Description: Introduction to Selling What is Selling? The AMA defines Selling as the personal or impersonal process of assisting andor persuading a prospective customer to buy a commodity or a service or to act favourably upon an idea that has
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slide1. Introduction to Selling<br>
slide2. What is Selling? The AMA defines Selling as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or a service or to act favourably upon an idea that has commercial significance to the seller.”<br>
slide3. Selling is persuasion One has to sell when one does not have the direct power to compel a person to do something<br>
slide4. Leadership requires persuasion All great leaders are great sales persons<br>
slide5. Selling is more than a profession It is a way of life. We are all in the field of selling<br>
slide6. Selling is a necessity. Because of competition. Society has determined that sales people must be offering something of value; otherwise it would have eliminated salespeople. In fact the nature of selling has changed over the years.<br>
slide7. Why choose a selling career? Wide variety of selling jobs available?
Freedom of being on your own
The challenge of selling
The opportunity of advancement
Rewards from a sales career<br>
slide8. The nature of selling has changed Salesmen duties are forever changing. If they do not change they could find themselves non-essential<br>
slide9. “You may finish school, but you can never finish your education” Education does not guarantee a successful career. Adaptability, flexibility, coping with change, embracing technology are some of the parameters for a successful selling career.<br>
slide10. Things that you might have to do in selling Convince
Persuade
Inform
Argue
Cajole Guide
Lead
Negotiate
Solve
Provide<br>
slide11. Role of a Sales person in Society Intelligence Agent
Possessor of technical knowledge
Dispenser of innovation
Catalytic agent in consumption process
Service Function<br>
slide12. Myths about selling Sales people are born, not made
Good sales people are good talkers
The good sales people can sell anything
A good sale person can sell to anyone
Selling is living is ‘one big party’
The good sales person never takes ‘No’ for an answer
The locker room syndrome
Selling is a bag of tricks
People don’t want to buy
The ‘get rich quick’ illusion<br>
slide13. Characteristics of a good salesperson Appearance – Clothing, grooming
Voice and Conversation habits – friendliness, warmth, personality, talking too fast, mumbling, monotonous, overuse of slang, unenthusiastic, earnestness
Manners and mannerisms – shaking hands, nervous gestures, common courtesies, smoking
Some helpful personality elements – intelligence, tact, ‘sales sense’, dependability, assertiveness, self-confidence, vocabulary, imagination, determination, self-management, responsibility
Listening Skills – ‘Talking is sharing; but listening is caring’. Listening gets us reciprocity.<br>
slide14. Some personality traits and habits to overcome Criticism of others
Arguing
Clumsy attempts at humour
Laziness
impatience<br>
slide15. Product Knowledge Customers buys benefits, not products
Product applications as required in the customer’s sphere of activities.
Knowledge inspires confidence, and confidence inspires confidence in customers
You must be a walking encyclopaedia on your product
“The typical prospect is interested in just one thing – what the item you are selling will do for him or her.”<br>
slide16. No Selling without Buying A sale is made not in the mind of the sales person, not over the counter or desk, but in the mind of the buyer<br>
slide2. What is Selling? The AMA defines Selling as “the personal or impersonal process of assisting and/or persuading a prospective customer to buy a commodity or a service or to act favourably upon an idea that has commercial significance to the seller.”<br>
slide3. Selling is persuasion One has to sell when one does not have the direct power to compel a person to do something<br>
slide4. Leadership requires persuasion All great leaders are great sales persons<br>
slide5. Selling is more than a profession It is a way of life. We are all in the field of selling<br>
slide6. Selling is a necessity. Because of competition. Society has determined that sales people must be offering something of value; otherwise it would have eliminated salespeople. In fact the nature of selling has changed over the years.<br>
slide7. Why choose a selling career? Wide variety of selling jobs available?
Freedom of being on your own
The challenge of selling
The opportunity of advancement
Rewards from a sales career<br>
slide8. The nature of selling has changed Salesmen duties are forever changing. If they do not change they could find themselves non-essential<br>
slide9. “You may finish school, but you can never finish your education” Education does not guarantee a successful career. Adaptability, flexibility, coping with change, embracing technology are some of the parameters for a successful selling career.<br>
slide10. Things that you might have to do in selling Convince
Persuade
Inform
Argue
Cajole Guide
Lead
Negotiate
Solve
Provide<br>
slide11. Role of a Sales person in Society Intelligence Agent
Possessor of technical knowledge
Dispenser of innovation
Catalytic agent in consumption process
Service Function<br>
slide12. Myths about selling Sales people are born, not made
Good sales people are good talkers
The good sales people can sell anything
A good sale person can sell to anyone
Selling is living is ‘one big party’
The good sales person never takes ‘No’ for an answer
The locker room syndrome
Selling is a bag of tricks
People don’t want to buy
The ‘get rich quick’ illusion<br>
slide13. Characteristics of a good salesperson Appearance – Clothing, grooming
Voice and Conversation habits – friendliness, warmth, personality, talking too fast, mumbling, monotonous, overuse of slang, unenthusiastic, earnestness
Manners and mannerisms – shaking hands, nervous gestures, common courtesies, smoking
Some helpful personality elements – intelligence, tact, ‘sales sense’, dependability, assertiveness, self-confidence, vocabulary, imagination, determination, self-management, responsibility
Listening Skills – ‘Talking is sharing; but listening is caring’. Listening gets us reciprocity.<br>
slide14. Some personality traits and habits to overcome Criticism of others
Arguing
Clumsy attempts at humour
Laziness
impatience<br>
slide15. Product Knowledge Customers buys benefits, not products
Product applications as required in the customer’s sphere of activities.
Knowledge inspires confidence, and confidence inspires confidence in customers
You must be a walking encyclopaedia on your product
“The typical prospect is interested in just one thing – what the item you are selling will do for him or her.”<br>
slide16. No Selling without Buying A sale is made not in the mind of the sales person, not over the counter or desk, but in the mind of the buyer<br>