Sales

1
Sales Service
What is a Salesperson?
2
The vision of a Salesperson

• Rude door-to-door
• Fast talking
• OR
• Courteous, helpful
• Ethical, service oriented

3
Images of Successful Salesperson

• a. Professionalism
• b. High standards, ethical
• Ongoing relationships, building
• High achiever
• Personal integrity

4
Everyone sells Something!!

• a. Our Products to sell
• 1. Talent
• 2. Knowledge
• 3. Philosophy
• b. Our Rewards for our product
• 1. Income
• 2. Self satisfaction, personal pride
• 3. Assist others in success

5
Income makes the world!

• No sales, cant balance expenses, resulting in no
  profit
• Sales representatives, company spokespersons,
  advocators
• Satisfied end users, product promoters

6
Unfair comparisons

• Due to
• High pressure of some
• Manipulative technique
• Power of commissions
• Lack of training

7
Adequate Training

• High investment costs time money
• Product knowledge philosophy
• Production philosophy of company
• Balance customer needs with technical
  information, no overselling

8
Appropriate Training

• Benefits customer, salesperson, and company
• Provide a product to make life easier
• Which will assist in acquiring and maintaining
  customers

9
John Deere 1837
10
John Deere Says it best

• Ten years after he developed his first plow,
  John Deere was producing 1,000 plows a year. In
  those early years of his business, Deere laid
  down several precepts that have been followed
  faithfully since then by the company he founded.
  Among them was his insistence on high standards
  of quality. John Deere vowed "I will never put
  my name on a product that does not have in it the
  best that is in me."

11
Non Manipulative Selling

• Be known by the way you are in business, not the
  business you are in. example BillTurner
• Details do not stand in the way of doing
  business. Example Don Smith
• Trust and mutual agreement is the foundation.

12
Non Manipulative Selling

• Know the disease before you prescribe the remedy.
• Purchases are made because of understanding and
  appreciating the benefits and knowledge

13
Non Manipulative Selling
People like to make their own Decisions!
14
The phases of NMS in the Sales Process

• Information Gathering(NMS priority)
• Presentation
• Commitment
• Follow Through

15
NMS Emphasis

• Information gathering
• Follow through
• Cooperative approach

16
Planning

• Game plan
• Territory, Time, Accounts
• Market analysis, Prospect planning
• Preparation
• The call, their needs, competitor
• Success ratio number of sales to calls

17
Meeting

• First impression, good rapport, enthusiastic
• Contact, letter, phone call, personal
• Creditability, follow up for potential

18
Studying

• Get prospect involved in process
• Questions, goals, difficulties, issues
• Be the friend and consultant
• Recommend solutions bases on experience and
  knowledge

19
Studying
20
Proposing

• The best solution for the price
• The best and most complete solution
• Patching the leak
• No canned sales pitches

21
Confirming
22
Assuring

• Philosophy built on strength, honesty, integrity,
  and a long lasting relationship
• Customer satisfaction
• Customers building customers
• Happy clientele

23
Self Management Skills

• Personal and Career Goals
• Action plan
• Achievements
• Balance the mental, physical, family, social,
  spiritual, career, financial aspects of life.

24
Time management

• Seconds add up
• Example 40second cow
• Productive habits
• Identify unproductive
• Ie internet, my space etc

25
Relationship skills

• Tension positive and negative
• Positive 1st impression, knowledge, flexibility,
  sensitivity, enthusiasm, self-esteem, focus,
  humor, creativity, risk taker, honesty and
  ethical

26
Communication

• Effective
• Sending and receiving
• Questioning, listening, feedback
• Reduce objections and facilitate commitment
• Nonverbal interpretations, space territory

27
Sales Management

• Your own manager
• Territory management plan, analysis, trends,
  target, objectives strategies
• Area promotion, buyer pipeline, cultivation,
  visual products success