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THE ART OF SALESMANSHIP
Presented by LIBA
Feb, 2017

V2.0
“ Best way to sell something:
DON’T SELL ANYTHING.
Earn the awareness, respect and trust of
those who might buy.”
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The Art of SALESMANSHIP
• In this training, we are about to discover ways
on how to be an effective SALESMAN. This
will help us master our skills, ability and
knowledge of how to close a sale.

• This module includes basic knowledge of being


a sales person, key points to remember when
doing a sale and customer related skills for
more effective salesman-client relation.
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WHAT IS SALESMANSHIP?
• It is also an art of persuading one to spent
money
• Art of persuading someone to buy good or
products that will give him a lasting satisfaction

BUT WHAT IS SALESMANSHIP


REALLY IS?????

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WHAT IS SALESMANSHIP?
• sales·man·ship
noun \-ˌship\: the skill of persuading people to
buy things or to accept or agree to something
• Full Definition of SALESMANSHIP
1: The skill or art of selling
2: Ability or effectiveness in selling or in
presenting persuasively

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SALESMANSHIP
 Art of helping your prospects or customer achieve
their goal.
 Art of solving CUSTOMER’s Problem
Art of converting human wants into needs by
persuading and not compulsion

IT IS AN ART OF
INLFUENCING OTHERS

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SO HOW CAN I BE AN EFFECTIVE
SALESMAN?
S Support the client’s need.
A Adjust to their need.
L Love their objection.
E Excite them with your answer.
S Serve them your solution (PRODUCT/Service)
M Make a Strong Rapport/Relationship
A Aim for the best solution/answer to their needs
N NEVER! See them as “MONEY”

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Qualities of a Great
Salesperson

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How many of you are planning a career
in sales (show of hands)?

• Anything less then a 100% show of hands is


not acceptable…

• NOW WHY DO I SAY THAT?

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We usually think of SELLING
PRODUCTS, SERVICES OR
BOTH

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But what about..

Selling
Yourself
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Remember this truism…..

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Why are some salespeople so successful?

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Qualities of Top Salespeople

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1. They are Focused & Driven
• Successful sales people work hard. Most people want to be
successful but they aren’t prepared to work hard to achieve it.
Sales superstars don’ t wait for business to come to them; they go
after it. They have a sense of urgency and a need to accomplish
the task at hand. They doesn’t get sidetracked and knows the
final destination.

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2. They are Outgoing & Enthusiastic
• Successful sales people are enthusiastic.
They are always in a positive mood - even during difficult times -
and their enthusiasm is contagious. They seldom talk poorly of the
company or the business. When faced with unpleasant or negative
situations, they choose to focus on the positive elements instead of
allowing themselves to be dragged down. Projects a great first
impression and is energized by social interactions.

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3. They are Relational
• Successful sales people keep in touch with their clients. They
know that constant contact helps keep clients so they use a
variety of approaches to accomplish this. They are constantly on
the lookout for new and creative ways to keep their name with
their clients. Cares about the person, not just the sale; effectively
identifies customer needs.

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4. They Listen and Ask quality questions.
• Great sales people ask quality questions. They know that the
most effective way to present their product or service is to
uncover their customer's goals, objectives, concerns and
hesitations. Successful sales people listen. Most sales people
will ask a question then give their customer the answer, or
continue to talk afterwards instead of waiting for their response.
They ask questions and listen carefully to the responses, often
taking notes and summarizing their understanding of the
customers' comments.

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5. They are They are ambitious.
• They have a strong desire to gain a particular objective;
specifically, the drive to succeed or to gain fame, power wealth,
etc. Successful sales people are avid goal setters. They know
what they want to accomplish and they plan their approach. They
make sure their goals are specific, motivational, achievable yet
challenging, relevant to their personal situation, and time-
framed. They visualize their target, determine how they will
achieve their goal, and take action on a daily basis.

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6. They are courageous.
Everyone is afraid. The best
salespeople do it anyway! Ask for
the sale…
The top people confront their fears.

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7. They are committed.
• Caring is the key element in successful selling.
They take responsibility for their
results. They do not blame internal problems,
the economy, tough competitors, or anything
else if they fail to meet their sales quotas. They
know that their actions alone will determine
their results and they do what is necessary.

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8. They engage in continuous learning.
• Companies are investing more than ever into
their sales team training. We see the value in a
new way of training sales teams – and doing it
more effectively with less of a cost burden on
businesses. Easy access to and integration of a
wide range of media resources and it isfast and
cost-effective course development

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9. They are prepared
A professional sales person prepares ahead of
time. They prepare their sales plan, sales goals,
and even themselves for their presentation.
They usually do research about their
clients/market and plan their approach.

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10. They Are Confident
• First and foremost, the very first thing you need in sales and
negotiations is your self-confidence. Creating confidence in sales
at the top level is going to be done over a couple of years. This is
not merely a fly by night kind of thing that you must be doing to
fill in time. Success is something that needs to be created. So get
into a market that you have a passion for.

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I AM CONFIDENT……

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So you want to be successful at selling?

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Master the SKILLS of a sales person…
• Persuasion
• Negotiation
• Influence
• Assertiveness
• Planning and Organization
• Presentation
• Observation

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Persuasion, Negotiation and Influence
• In business, persuasion is a process aimed at
changing a person's (or a group's) attitude or
behavior toward some event, idea, object, or
other person(s). Good sales skills include
anticipating and dealing with any reasons the
customer may choose not to buy, known in sales
terms as 'objections'.

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Assertiveness
• the quality of being self-assured and confident
without being aggressive. Anticipate
objections. Pay close attention to your
customers reactions. Facial expressions and
body language can be a big "tell" in the
customer's attitude.

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Planning & Organization
• Planning and organizing your workday keeps you on
task and reduces idle time at the office. Your planning
and organizational tools provide direction for your
work efforts, allowing you to complete the most
pressing tasks first. Learning to prioritize your work
responsibilities and use efficient time-management
skills enhances your planning and organizational
efforts.

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Presentation
• Presentation skills can make or break a deal. If
you’re in front of an group of people, not only
do you have to sell your product or service, you
have to sell yourself. The great thing about this
is that, it not only for sales but virtually every
type of situation where you have to persuade
people to invest in your product, position, or
belief. Make it count.

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Observation
• when you first meet someone (especially
someone who’s important to your success), note
how they behave. Are they loud or soft? fast-
paced or slower? Immediately friendly or more
reserved? Learn how to deal with different kind
of clients.

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Tips on
becoming an EFFECTIVE SALESMAN

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HOW TO BE AN EFFECTIVE SALESMAN
• Being a salesman involves facing so many challenges. You get to
meet a lot of people of diverse characters. Some prospects may
be friendly, but others would shoo you away. Furthermore, being
a salesperson means you have to work long hours. There is also a
high turnover in the sales industry. Nevertheless, if you are
hardworking and truly dedicated, being in sales would make you
earn more….

MONEY
COMMISSIONS
INCENTIVES
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• Believe in your product.
For you to be able to sell in confidence, you
must first have faith that the product you are
selling will really benefit your buyer. You also
ought to have good product knowledge, so you
could answer all your prospects’ questions.

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• Prepare your sales plan.
Write your sales objectives for the week;
include number of phone calls or emails you
have to send daily. Make a sales journal.
Forecast how much sales you would want to
close weekly, then monthly.

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• Target the right buyer.
You must do your research, to find out who
makes the purchasing decisions in the company.
Your effort would prove futile if you fail to
pinpoint who the real buyers are in the
company.

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• Know your competitor.
Study your competitors’ products, and look for
advantages you may offer over it.

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• Go where the buyers are.
If your prospects are doctors, then go to the
hospitals; if you wish to sell to teachers, then go
to different schools. Some even join expensive
golf clubs which their potential clients
patronize. Go where your target customers are
likely to be found.

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• Pay attention to your prospect.
Probe your potential client. He might be able to
verbalize some concerns you may be able to
address. Listen carefully, and pay close
attention to details.

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• Present some humor.
Some of your prospects may be tired of the customary sales
pitch. If you make him laugh, he is more likely to look forward
to your next meeting. Make sure you do not bore your
customers. Prepare funny stories, but be wary of delivering them
at the right time.

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• Be polite.
Show you are well mannered and always
respectful, no matter how bad the situation
is.

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• Make your presentation short and
simple.
Avoid using terminologies and jargons that the
buyer might not understand. The simpler the
presentation, the better.

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• Watch for buying signals.
If the prospect nods, smiles, or agrees to use your free samples,
consider these as indications of interest to purchase your
products. Always be ready to close the sale by having your sales
contract on hand.

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• Ask for the sale.
Both your prospect and your time are important.
Be direct to the point. If the buyer mentioned
being interested, seal the deal with a contract.

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• Ask for referrals.
Your existing customers may suggest to you new
contacts. If your buyer has a good relationship with
you, or has a good buying experience with your
company, chances are, you will get referrals from him.
You may also ask your client if you can mention his
company in your website or include him in your
portfolio of existing clients.

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• Have a positive attitude.
You may not be successful this time, but there is
always a next time. A good salesperson never
gives up. The next sale may be yours, and may
just be waiting around the corner.

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• Know when to let go.
Do your best in order to close the sale.
However, if every measure was already
exhausted to no avail, then this customer might
not be worth your time and effort. Look for
other prospects, and focus your energy where
you have better chances.

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AFTER SALES KEY POINTS:
• Conduct follow ups every after sales.
• Assess yourself.
• Always ask for CLIENT’S feedback.
• Make sure you maintain stable
communication with your clients.

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Always remember……..

“A sale is not something you


pursue; it’s what happens to while
you are immersed in serving your
customer.”
-unknown

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