Professional Selling INTRODUCTION TO SALES AND THE BASIC SALES CYCLE

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Professional SellingINTRODUCTION TO SALESAND
THE BASIC SALES CYCLE

• WITH DUANE WEAVER

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OUTLINE

• Overcoming Sales Fears
• Selling
• Professionalism
• The Basic Sales Cycle
• Know Thyself

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Overcoming Sales Fears

• What are the typical fears you have of sales?
• What is the primary purpose of selling?
• What is the most important skill a salesperson
  can have?
• Why?

Image
Professional
Ethics
Helping

Match?
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SELLING

• Personal Selling
• involves person-to-person communication with a
  prospect. It is a process of developing
  relationships discovering needs matching the
  appropriate products and services with those
  needs and communicating benefits through
  informing, reminding, or persuading.
• Manning and Reece, Selling Today creating
  customer value, Pearson Education, Inc., 2007

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Professional

• 1.following an occupation as a means of
  livelihood or for gain a professional
  builder.2. of, pertaining to, or connected with
  a profession professional studies.3.
  appropriate to a profession professional
  objectivity.4. engaged in one of the learned
  professions A lawyer is a professional
  person.5. following as a business an occupation
  ordinarily engaged in as a pastime a
  professional golfer.6. a business or constant
  practice of something not properly to be regarded
  as a business A salesman, he said, is a
  professional optimist. 7. undertaken or engaged
  in as a means of livelihood or for gain
  professional baseball.

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Professional continued

• 8. of or for a professional person or his or her
  place of business or work a professional
  apartment professional equipment. 9. done by a
  professional expert professional car repairs.
  noun 10. a person who belongs to one of the
  professions, esp. one of the learned professions.
  11. a person who earns a living in a sport or
  other occupation frequently engaged in by
  amateurs a golf professional. 12. an expert
  player, as of golf or tennis, serving as a
  teacher, consultant, performer, or contestant
  pro. 13. a person who is expert at his or her
  work You can tell by her comments that this
  editor is a real professional.
• Retrieved January 11, 2007 from
  http//dictionary.reference.com/browse/professiona
  l

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Some Characteristics of Professional Selling

• Driven to make it a career
• Focus on the long term
• Desire to improve to become an expert
• Focus on matching vs. telling
• Strength in all aspects of the Basic Sales Cycle

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The Basic Sales Cycle

• What is the first step in the sales process?

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The Basic Sales Cycle

• Listening/Observing - Needs Analysis

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The Basic Sales Cycleneeds analysis

• How do we determine/analyze a customers needs?

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The Basic Sales Cycle

• Listening/Observing - Needs Analysis
• Analyze/Recommend - Recommendation

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The Basic Sales CycleRecommendation

• When presenting information to a customer or
  recommending an alternative what is critical to
  our success?
• What will determine if it is the right solution?
• How will you know?

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The Basic Sales Cycle

• Listening/Observing - Needs Analysis
• Analyze/Recommend Recommendation
• Identify/Handle Objections Preparing the Close

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The Basic Sales CyclePreparing the Close

• What does this mean preparing the close?
• Examples?

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The Basic Sales Cycle

• Listening/Observing - Needs Analysis
• Analyze/Recommend Recommendation
• Identify/Handle Objections Preparing the Close
• Ask for the Sale Closing

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The Basic Sales CycleClosing

• What is closing?
• Any suggestions/techniques/tips?

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The Basic Sales Cycle

• Listening/Observing - Needs Analysis
• Analyze/Recommend Recommendation
• Identify/Handle Objections Preparing the Close
• Ask for the Sale Closing
• Build Follow Up Opportunity Repeat/Referral
  Business

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The Basic Sales CycleRepeat/Referral Business

• This is the often forgotten step, yet it is the
  easiest time in the entire sales cycle to get new
  valid hot leads.
• THREE?
• Introduction

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The Basic Sales Cycle

1. Needs Analysis
2. Recommendation
3. Preparing the Close
4. Closing
5. Repeat/Referral Business

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KNOW THYSELF Listening Skills (TRUE COLORS)

• Your True Personality Color
• This exercise helps you to not only discover your
  own personality, but helps you to recognize
  others and the challenges and ways you can relate
  with others. We exhibit each and all of these
  personality colors, just some are more prevalent
  in us and at different times in our lives.
  Getting to know yourself and understanding how
  you relate to the other personality types is a
  key ingredient in learning to relate to others in
  sales.

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Thanks

• Next Week we will conduct the True Colours
  assessment, you are to hand in your assessment at
  the end of class for a participation grade of
  5/5.
• Next Class please start to read the white
  booklet and Selling to Vito Chp.1, 2 and 17.