Selling Secrets

Definition of Salesmanship

• Ability to understand customer needs and wants• Translate needs and wants into product or

service to sell• Everything you do on behalf of business

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Selling Secrets

Salesmanship Involves Application Of…

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• Energy• Motivation• Persistence• Knowledge

• Communication• Problem Solving• Positive Attitude

Selling Secrets

Beware of “Marginal Business Attitudes”

• Limiting work effort• Avoiding what needs to be done• Underpricing• Disliking challenge• Being all things to all people

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Selling Secrets

Selling Situations

• Direct selling or personal selling = retail• Indirect selling = wholesale

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Selling Secrets

Relationship Selling Involves…

• Service• Trust• Listening for opportunities

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Selling Secrets

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Selling Secrets

Selling is everything you do on behalf of the business.

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Selling Secrets

Networking:Becoming involved in events,

people, and places.

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Selling Secrets

Types of Networking

• Formal – establishes business credibility(ex. Professional Organizations)

• Informal – increases contact with other businesses (ex. Civic Groups)

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Selling Secrets

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Selling Secrets

Seven Steps in Selling

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• Prospecting• Preparing• Approaching• Presenting

• Dealing with Objections

• Closing• Follow up

Selling Secrets

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Selling Secrets

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Selling Secrets

Don’t forget to ASK!

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Selling Secrets