Salesmanship
Salesmanship
Note: The science of selling can be learned and applied easily if you
embody the above traits. JUST BELIEVE IN YOURSELF.
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.
Functions of a salesperson:
• Loyal customer
• Discount customer
• Impulse customer
• Need based customer
• Wandering customer
QUESTIONS SOLVES PROBLEM
2. Pre-approach (Preparing)
• Review key decision makers esp. for business to
business, but also family
• assess credit histories
• prepare sales presentations
• identify product needs.
• Helps present the presentation to meet the
prospects needs.
Selling Process…
5. Overcoming Objections
Seek out objections and address them.
Anticipate and counter them before the prospect can raise them.
Try to avoid bringing up objections that the prospect would not
have raised.
Price objection is the most common
Need to provide customers with reasons, build up the value
before price is mentioned Must be convinced of price
in own mind before you can sell to customer.
Selling Process…
6. Closing
Ask prospect to buy product/products. Use trial
closes, IE ask about financial terms, preferred
method of delivery.
Need to be prepared to close at any time.
Selling Process…
7. Following Up
Must follow up sale, determine if the order was
delivered on time, installation OK etc. Also helps
determine the prospects future needs.
Accomplishes four objectives: