Selling Secrets

Lesson Goals:

 Define, develop and improve salesmanship skills

 Differentiate various types of selling
 Learn a variety of communication techniques in
selling

SELLING SECRETS
 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
 Selling Secrets

Salesmanship Involves Application Of…

• Energy • Communication
• Motivation • Problem Solving
• Persistence • Positive Attitude
• Knowledge
Beware of “Marginal Business Attitudes”

• Limiting work effort

Selling Secrets

• Avoiding what needs to be

done
• Underpricing
• Disliking challenge
• Being all things to all people
Selling Secrets

Selling Situations

Direct Indirect
Retail or personal
Wholesale
selling
Selling Secrets
Relationship Selling Involves…

Service

Opportun
Trust ity
 Principles of Non-Manipulative Selling

 Professionalism

Selling Secrets  Shared Goals

 Trust
 Understanding
 Appreciation
 Partnering
Selling Secrets
Selling is everything you do on
behalf of the business.
 Networking:
Selling Secrets
Becoming involved in events,
people, and places.
Selling Secrets

Types of Networking

Formal Informal
• Establishes • Increases
business contact with
credibility other
• Example: businesses
Professional • Example:
Organizations Civic Groups
 Keys to Selling

Organize
Selling Secrets

Adapt to situations
Anticipate situations
Network with other
business
Practice your skills
Selling Secrets

Seven Steps in Selling

1. Prospecting
2. Preparing
3. Approaching
4. Presenting
5. Dealing with Objections
6. Closing
7. Follow up
 Selling Secrets
Know the Objections to Closing a Sale

No No No
need trust desire

No No
hurry money
 Closing the Sale
Selling Secrets

Suggest Offer

Summarize Approve
Selling Secrets
Don’t forget to ASK!