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

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• 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

Selling Secrets

Selling Situations

Selling Secrets

Relationship Selling Involves…

Selling Secrets

Selling Secrets

Selling is everything you do on behalf of the business.

Selling Secrets

Networking:Becoming involved in events,

people, and places.

Selling Secrets

Types of Networking

Selling Secrets

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

Selling Secrets

Closing the Sale

Selling Secrets

Don’t forget to ASK!

Selling Secrets