Basic Considerations

  1. Planning

  2. Price

  3. Place

  4. Promotion

  5. Price

Basic Questions for Any Business

  - What is our business?

  - Who are our customers/clients?

  - What are the forces of change?

  - What do we have in place to cope with these forces?

  - What do we need to cope with these forces?

Planning Essentials

  - Set goals

  - Identify prospects

  - Pay attention to the other aspects of the business

  - Help your customer plan

  - Modify plans as necessary

Qualifications for Successful Salesmanship

  - Character

  - Work

• 80-20 Rule ( 80% of the sales are made by 20% of the salespersons)
  • Conversely 20% of the area includes 80% of the products)

  - Planning

  - Knowledge

  - Courage

  - Personality Projection

  - Listening

  - Enthusiasm

  - Recognize and utilize weaknesses

Vital Rules for Salesmanship

  - Must like people

  - Study customers

  - Attitude

  - Tact and courtesy

  - Honesty

  - Product/Service Examples

  - Orders

  - Service

Organizing Your Activities

   - Manage your time

   - Set realistics goals

   - Keep accurate records

   - Hone your communication skills

   - Become an expert in your field

Approaches for Countering a Price Objection

   - Provide a price/value comparison

   - Probe the buyers perception of value

   - Sell yourself as part of the value

   - Compare your product with cheaper ones

   - Know what the buyer is saying 

Use of the WEB in Selling

   - Research your prospects

   - Scout the competition

   - Survey the industry

   - Follow the hyperlinks

   - Check for sales-related information

  - Hire the right people

  - Read extensively

  - Stay in touch

    - Telephone

    - Conferences

  - Develop plans for the future