Professional Salesmanship

• Salesmanship

  It is an art and skill to influence the prospective buyer or the actual buyer to enter into a sale
• Features of Salesmanship

  • Salesmanship is an art
  • Personal service
  • Art of attracting and persuading customers
  • Art of converting desire into necessity
  • Buyer's confidence
  • Consumer satisfaction
• Importance of Salesmanship

  • Important to producers
  • Important to customers
  • Important to salesman
  • Important to government
  • Important to society
  • Importance of business
• Personal selling is the personal communication of information about goods, services, and ideas to prospective buyers or existing buyers to meet their needs or requirements.
• Scope of Salesmanship

  • Transport
  • Repairing
  • Teaching
  • Painting
  • Banking
  • Legal
  • Medicine
  • Insurance
• Advantages of Salesmanship

  • Salesmanship helps in preventing the piling up of huge stocks
  • Salesmanship helps in creating demand for the goods which leads to an increase in production.
  • Salesmanship is the best means of two-way communication between the company and customer.
  • Increase in sales helps to increase the profits.
  • Increased sales induced business activity which provides more employment and higher income for the community.
  • Consumers are benefited as salesmen provide them great deal of useful information.
• Personal selling is a broader concept than salesmanship. It is the direct interaction between buyers and sellers that involves informing and persuading the prospect to close the sale.
• Sales management

  can be defined as "the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to personal sales force."
• Nature of Personal Selling

  • Direct communication
  • Buyer-seller interaction
  • Customization and personalization
  • Human element
  • Quick response and feedback
  • Tool of promotional mix
  • Art and science
  • Cultivation of relationships
• Personality traits of successful salespeople

  • Optimism
  • Empathy
  • Ego-driven
  • Grit
  • Conscientiousness
  • Focus
  • Inquisitiveness
  • Data-driven
  • Team player
  • Humility
  • Ambition and passion for sales
  • Goal-oriented
• Optimism

  The ability to approach any situation with a positive attitude and an optimistic outlook
• Empathy

  Referring to prioritizing the feelings of the customers
• Ego-driven

  The motivation and determination to succeed, to make the sale, and to achieve personal goals
• Grit

  The perseverance and passion for long-term goals, sticking with your goals even when the going gets tough
• Conscientiousness

  Working hard orienting around goals and achievements
• Focus

  Being able to concentrate well in something
• Inquisitiveness

  To be curious shows that you have a genuine desire to know more
• Data-driven

  Going beyond merely observing data and proactively use it to make informed recommendations
• Team player

  Professionals who don't enjoy teamwork and who lack the flexibility to adapt new tools, approaches, and tactics will struggle in B2B sales
• Humility

  Confident, but not arrogant; assertive, but not rude or aggressive; rigorous, but not ruthless
• The vast majority of professionals who succeed in sales come to love the craft, even if they started out hating it
• Goal-oriented

  Successful sellers not only have a goal in mind, they also persist in achieving that goal
• Some specific steps your startup business can take to establish and maintain a strong sales personality

  1. Ask before you act
  2. Become a valued resource
  3. Do your homework
  4. Under promise and over deliver
  5. Take a few chances
  6. Be an opportunist
  7. Retake the sales reins
  8. Create a culture of "Yes"
• Product knowledge

  When sales reps have a complete understanding of the product they're selling
• Product knowledge

  Is imperative for sales success
• Product knowledge

  Builds enthusiasm
• Product knowledge

  Gives us courage
• Product knowledge

  Gives us the satisfaction of being experts
• Product knowledge

  Allows us to speak with confidence around other experts
• Product knowledge

  Helps us respond to any objections properly
• Product knowledge

  Allows us to keep learning and discover additional advantages to offer the prospects
• Product knowledge

  Lets us understand the competition better
• Product knowledge

  Gives us self-assurance
• Product knowledge

  Gives our prospects confidence in us
• Product knowledge is power
• Sources of Product Information

  1. Formal training
  2. Informal training
  3. Learning on your own
• What is a feature?

  A feature is a physical characteristic or quality of a product
• Three Types of Benefits

  • Obvious or Apparent Benefits
  • Unique or Exclusive Benefits
  • Hidden Benefits
• Sales prospecting is the initial part of the overall sales process. It consist of systemically analyzing the type of customer you want to acquire, identifying digital or real-life market opportunities, searching for potential customers deciding on the best way to approach them, and contacting newly found leads via their preferred channel of communications.
• Who is a Prospect?

  A prospect is nothing but a qualified lead, who may turn into a potential customer, as they possess certain predefined characteristics.