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INTRODUCTORY CHRISTIAN SALESMANSHIP

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INTRODUCTORY CHRISTIAN SALESMANSHIP SALESMANSHIP I Presented by: Howard F. Faigao, Director Publishing Ministries Department General Conference of SDA – PowerPoint PPT presentation

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Title: INTRODUCTORY CHRISTIAN SALESMANSHIP


1
INTRODUCTORY CHRISTIAN SALESMANSHIP
SALESMANSHIP I
Presented by Howard F. Faigao,
Director Publishing Ministries Department General
Conference of SDA
2
OBJECTIVES AND EXPECTED RESULTS
  • The LE student will understand the threefold
    preparation needed for successful Literature
    Evangelism.
  • The LE student will know the different types or
    styles of non-Christian selling practices to be
    avoided and the ideal and professional
    salesmanship to be followed.
  • The LE student will be well acquainted with the
    progressive steps of the Sales Interview and the
    sales principles involved in each step.
  • The LE student will be able to master a canvass
    talk, demonstrate a role-play, and do actual
    field sales interview.

3
NOTE TO INSTRUCTOR
  • In order to accomplish the objectives of this
    course, the number of hours for each section of
    the training are recommended as follows
  • Required number of hours
  • Lecture ----------------------- 6 Hrs
  • Role Play ----------------------- 2 Hrs
  • Field Work ----------------------- 12 Hrs
  • Review ---------------------- 4
    Hrs
  • T o t a l ----------------------
    24 Hrs

4
Introductory Salesmanship
  • GENERAL OVERWIEW

PROPER-SALES
INTERVIEW
POST-SALES INTERVIEW
A. Definition of Terms
A. Attention
A. Building Good Will
B. Types of Selling
B. Interest
B. Evaluation
C. Sales Process
C. Desire
D. Preparation
D. Action
5
FROM THE PEN OF INSPIRATION
  • More than one thousand will soon be converted in
    one day, most of whom will trace their
    convictions to the reading of our publications
    (CM p. 151).

6
FROM THE PEN OF INSPIRATION
  • The press is a power but if its products fall
    dead for want of men who will execute plans to
    widely circulate them, its power is lost ... By
    judicious calculation they can extend the light
    in the sale of books and pamphlets. They can
    send them into thousands of families that now sit
    in the darkness of error. (Testimonies Vol. 4,
    p. 389)

7
FROM THE PEN OF INSPIRATION
  • We must carry the publications to the people and
    urge them to accept, showing them that they will
    receive much more than their money's worth.
  • Ibid., pp. 389, 390, 392

8
DEFINITION OF TERMS
  • SALE - is the transfer of title or ownership
    of property, goods, service or idea from one
    person to another for a price.
  • SALESMAN - is the person who brings about the
    above mentioned transfer.
  • SALESMANSHIP - is the ability to convince or
    persuade people to buy or barter goods, property,
    idea or service according to what will best suit
    their needs.

9
FACTORS IN SELLING
  • Producer - Publishing House
  • Product - Books Magazine
  • Salesman - Literature Evangelist
  • Market - People

10
Types of Selling Approaches
  • INAPPROPRIATE SELLING PRACTICES
  • CHRISTIAN AND PROFESSIONAL SALESMANSHIP

11
Inappropriate Selling Practices
  • The Flatterer - keeps on flattering the
    prospect.
  • The Liar - promises fantastic
    guarantees which are not so.
  • The Beggar - uses begging as the way to
    selling.
  • The Briber - promotes kickback, representation
    expenses, etc.
  • The Intimidator - uses threat to intimidate
    the prospect.
  • The Peddler - like a walking store,
    bringing all items, allows the prospect to
    choose the item he prefers to buy.
  • The Order-Filler - gives the costumer only what
    he asks for.
  • The Unethical - exhibits unethical behavior
    to make a sale.
  • High Pressure - uses force in selling.

12
Christian and Professional Salesmanship
  • Satisfying Customers Needs
  • Professional salesmanship is a Christian and
    professional way of conducting his work.
  • It is primarily concerned with the satisfaction
    of the costumers needs.
  • He diagnoses the need of the prospect and
    presents his products accordingly and
    convincingly.


13
Christian and Professional Salesmanship
LE as Missionary Salesman
A literature evangelist is a Missionary Salesman.
Therefore, he must choose only selling practices
which are in accordance with Christian principles.
Canvassers need to be daily converted to God,
that their words and deeds may be a savor of life
unto life, that they may exert a saving
influence (CM, p. 48).

14
Phases of Sales Process
  • PRE-SALES PREPARATION
  • The Literature Evangelist does his preparation
    before going out to work.
  • PROPER-SALES INTERVIEW
  • The LE does his actual Sales Presentation in the
    presence of the prospect.
  • POST-SALES EVALUATION
  • Accomplished after sale is consummated.

15
Pre-Sales Preparation
  • SPIRITUAL UPLIFTMENT
  • Literature Evangelism is a ministry of leading
    men and women to Jesus Christ. Therefore, it
    must be conducted from a spiritual standpoint,
    and the Literature Evangelist must be a deeply
    spiritual worker. He needs . . .
  • Complete Dedication
  • Soul-Winning as the principal objective in mind
  • Obedience to Heavenly Principles (tithe,
    offerings and others)
  • Study of the Bible and Spirit of Prophecy

16
Pre-Sales Preparation
  • MENTAL PREPARATION
  • Knowledge of the Book You Sell
  • A knowledge of the Facts - Know the number of
    pages, pictures, editions, languages, books sold,
    chapters and articles, type of binding, author
    etc.
  • Knowledge of the Benefits - Identify the benefits
    provided by each book/literature he sells.
  • Memorizing a Standard Sales Talk

17
Benefits of Memorized Canvass
  • It provides the best approach and selling points
    used and proven effective by most successful LEs.
  • It provides concise yet accurate facts and
    benefits about his books and magazines.
  • It eliminates repetition and saves time for both
    the salesman and the prospect.
  • It guarantees effective sales presentation by
    having the sales points arranged in a logical
    sequence.
  • It gives self-confidence to the LE, especially to
    the new ones.

18
Pre-Sales Preparation
  • CANVASSING TOOLS
  • Well Illustrated Prospectus
  • Presentable Briefcase
  • Clean Book Samples
  • Contract Forms and Receipts
  • Nice Looking Pen
  • Recommendation/Introductory Cards
  • Prospect's Information

19
STEPS OF PROPER SALESINTERVIEW
  • A - ATTENTION
  • I - INTEREST
  • D - DESIRE
  • A - ACTION

20
Steps of Proper Sales Interview
  • 1. Approach A - TTENTION
  • 2. Bridging to
    the Heart

3. Bridging to the
Mind I - NTEREST 4. Creating the
Need
21
Steps of Proper Sales Interview
  • 5. Product
    Presentation
  • D - ESIRE
  • 6. Handling
    Objections

7. Closing the Sale
A - CTION 8. Sales
Contract
22
Steps of Proper Sales Interview
  • ATTENTION
  • INTEREST
  • DESIRE
  • ACTION
  • 1. Approach
  • 2. Bridging to the Heart
  • 3. Bridging to the Mind
  • 4. Creating the Need
  • 5. Product Presentation
  • 6. Handling Objections
  • 7. Closing the Sale
  • 8. Sales Contract

23
Attention
  • 1 - APPROACH
  • Pre-Approach
  • This begins the moment the prospect sees you.
    So, it is important to conduct yourself or act
    impressively even before you see the prospect.
  • Have proper attire and physical appearance.
  • Exhibit a positive attitude.
  • Walk briskly. The prospect may be observing you.
  • Knock at the door firmly.
  • Take a step backward as you wait for the door to
    open.

24
Attention
  • 1 - APPROACH
  • Approach Proper
  • This is accomplished when the LE and the
    prospect meet each other, usually at the door.
    It is important to do this properly in order to
    gain entrance into the home. As the door opens,
    greet him and introduce yourself. Example
  • Good morning, Mrs. ____________? I am
    ____________ of the Home Health Education
    Service. My visit is in the interest of your
    children, Mary and John. May I step in as I
    explain briefly? Thank you!

25
2 - BRIDGING TO THE HEART

Attention
  • This is a process of creating and building the
    confidence of the prospect
  • Establish good rapport and win the prospects
    confidence through respect, courtesy, and
    friendliness. Be enthusiastic. Enthusiasm is
    contagious.
  • Know your prospect, together with the family
    members
  • Mention favorable comments about them which you
    learned through advance information from
    previous customer.

26
2 - BRIDGING TO THE HEART
Attention
  • Talk to the prospect about his interest or about
    things which he loves, like
  • i. Flower Garden
  • ii. Wall Paintings
  • iii. Children
  • iv. Pets
  • v. Hobbies

27
Interest
  • 3 - BRIDGING TO THE MIND

This is designed to alert the customers mind as
you begin creating the needs. Approaches
A. Statement of Concern By sharing your burden
with honest and sincere interest in helping
people cope with present and potential problems
which is the main objective of your visit.
B. Current Events By mentioning current
events, showing newspaper clippings and
mentioning new from radio and TV.
C. Use of Startling Facts By using startling
facts or statements to arouse the prospects
curiosity.
28
Interest
  • 3 - BRIDGING TO THE MIND
  • Statement of Concern - Example
  • Mrs. Johnson, there is a growing concern among
    parents today regarding the influence of the
    secular society upon our children. Drug abuse,
    television, and destructive literature,
    especially pornography, are taking their tool
    upon the youth of our country. Parents are asking
    what they can do to. . . .

29
Interest
  • 3 - BRIDGING TO THE MIND
  • Current Events Example
  • Mrs. Garrett, in these newspaper clippings that
    I gathered sometime ago, there is a story of a
    mother who gave birth to a baby having two heads
    coming out from one body. The newspaper said that
    the mother had been smoking and taking drugs
    during her pregnancy.

30
Interest
  • 3 - BRIDGING TO THE MIND
  • Use of Startling Facts Example
  • Mr. Edward, do you know that 56 of all
    deaths are the result of heart diseases?

31
Interest
  • 4 - CREATING THE NEED (PROBLEM)
  • Most people are not aware of potential problems
    that may occur to him personally or his family.
  • It is the responsibility of the LE to Identify
    and Create the problem-need of the prospect in
    his conscious mind.
  • The Question is HOW ???

32
Use a well-arranged pictorial prospectus and
newspaper clippings to accomplish the following
Interest
  • 4 - CREATING THE NEED (PROBLEM)
  • For Character Building Books
  • 1. Show the evidences of increasing juvenile
    delinquency.
  • 2.Show the dangers of using drugs and the evil
    effects of destructive literature and television.
  • For Spiritual Books - Point serious world
    condition.
  • For Medical Books - Explain the increasing
    number of illnesses and the excessive costs of
    medical treatments.

33
Interest
  • 4 - CREATING THE NEED (PROBLEM)

These problem-needs can be transformed into the
different categories of Buying Motives. Why do
people buy Books?
34
From Needs to Buying Motives
  • Fear and Security Increasing juvenile
    delinquency increasing number of illnesses
    dangers of using drugs.
  • Pride The aspiration of having successful,
    well-trained, and professional children
    psychological satisfaction of being classified
    into families with complete educational and
    professional library.
  • Knowledge The desire of housewives for
    knowledge on how to cook for their families
    desire of husband and wives to know the secrets
    of having good family relations.

35
Desire
  • 5-PRODUCT PRESENTATION (SOLUTION)


The presentation of the books must be focussed on
How they will meet the needs already created in
the mind of the prospect. They must provide
Solution to the Problem Need HOW?
36
Desire
5-PRODUCT PRESENTATION (SOLUTION)
  • Know all the facts of the book he is selling
  • Authorship
  • Contents (chapters, colored pictures, pages,
    etc.)
  • Physical make-up (binding, cover, paper, size)
  • Other features (number of editions, copies sold)
  • Identify the benefits of each fact and present
    both of them in logical sequence.

37
Desire
5-PRODUCT PRESENTATION (SOLUTION)
  • Explain the following benefits before closing
  • Character development
  • Medical savings
  • Good health and happy home
  • Peace of mind

38
Desire
5-PRODUCT PRESENTATION (SOLUTION)
  • Picture the benefits in terms of money!
  • Example
  • Mrs. Johnson, this volume of Healing Wonders of
    Water contains 45 practical ways of treating
    different illnesses. This book costs you only US
    10.00. That means only 22 cents per healing
    treatment. And you can use these ways over and
    over again!
  • Isnt such service a worthy investment for the
    health of your family, Mrs. Johnson?

39
Desire
6 HANDLING OBJECTIONS
  • What is an Objection?
  • When do Objections Arise?
  • Why do Prospects Make Objections?
  • How do you Handle Objections?

40
Desire
  • 6 HANDLING OBJECTIONS
  • WHAT is an Objection?
  • Objection is a Reason or an Excuse given by the
    prospect for not buying or delaying his/her
    decision to purchase.

41
Desire
  • 6 HANDLING OBJECTIONS
  • WHEN do Objections Arise?
  • At the Door
  • Objections at the door may arise when the LE is
    slow in establishing a friendly contact.
    Sometimes the prospect had a bad experience in
    the past and is prejudice to any salesman.
  • During the Sales Presentation
  • Objections occur at this stage of your Sales
    Interview when the prospect has no interest.

42
Desire
  • 6 HANDLING OBJECTIONS
  • WHY Do Prospects Raise Objections?
  • Failure to Create the Need Prepare the mind of
    the prospect by showing statistics or reports
    that will make him aware of his needs.
  • Failure to Identify Benefits When the prospect
    doesnt see the Benefits, he will object.
    Therefore, after successfully alerting the
    prospect of his needs, enumerate the benefits of
    your product and how they will meet those needs.
  • Monotonous Presentation Conduct your
    presentation in a dialogue, inviting the prospect
    into the conversation by asking pertinent
    questions.

43
Desire
  • 6 HANDLING OBJECTIONS
  • Categories of Objections?
  • Pretense Objections
  • The prospect raises objections based on
    pretentious reasons.
  • Self-Generated Objections
  • The objection is caused by the poor performance
    of the salesman.
  • Valid Objections
  • These types of objections caused by reasonable
    circumstances, like time element and emergencies.

44
Desire
  • 6 HANDLING OBJECTIONS
  • HOW to Handle Objections
  • Properly handled, Objections can be Friends and
    not Foe.
  • Be calm, appear relaxed, and smile.
  • Listen to the prospect.
  • Thank the prospect before attempting to
    explain.
  • Review the potential problem-needs and summarize
    the benefits again.

45
Action
7 - CLOSING THE SALE
  • WHEN is the proper time to close?
  • Many Literature Evangelists make the mistake of
    trying to close too early before the prospect
    understands the benefits.
  • Others miss earlier opportunities of closing by
    waiting until the entire sale presentation is
    over.
  • An alert Literature Evangelist must be aware of
    Buying Signals.

46
Action
7 - CLOSING THE SALE Buying Signals
  • Physical Actions
  • The prospect may . . .
  • Raise his eyebrows
  • Give a nod
  • Make positive looks
  • Keep on looking at the contract receipt
  • Get the book from you for personal examination.
  • Spoken Words
  • The prospect may ask . . .
  • For the price
  • That you repeat some details
  • About delivery time
  • Or give you other verbal indications of interest.

47
Action
7 - CLOSING THE SALE
  • Steps in Closing the Sale
  • Always put Gods things first.
  • Picture future benefits.
  • Summarize the benefits in order to exalt the
    value and to minimize the price.
  • Be positive. Always have the attitude the
    prospect will buy.

48
Action
7 - CLOSING THE SALE Methods of Closing
  • Alternative Close
  • Which binding would you prefer the hard bound or
    paper bound?
  • Which language is more favorable to you, the
    English edition or the local language or dialect
    translation?
  • When would you like this book delivered to your
    home, on June 15 or July 15?

49
Action
7 - CLOSING THE SALE Methods of Closing
  • Ask for the Order Close
  • This is accomplished by simply implying that the
    prospect will buy. Examples
  • When would you like your copy or this set
    delivered to you?
  • Would you please write your complete name and
    address here, Sir? (Show the contract receipt).

50
Action
7 - CLOSING THE SALE Methods of Closing
  • Benefit Summary Close
  • This is done by summarizing all the benefits
    provided by your books or literature.

51
Action
8 SALES CONTRACT
  • CASH SALES
  • In countries where the circulation of our
    literature is done on Cash basis, this process is
    quick and simple. All you need to do is to issue
    the sales invoice.

52
Action
8 SALES CONTRACT
  • ORDER BASIS
  • After the contract for the order has been
    completed and signed, the LE has to request a
    Down Payment or a Deposit. WHY?
  • To make the order contract more binding.
  • To make it easier for the prospect to pay upon
    delivery. Ex
  • Mrs. Cruz, we still have one section here not
    filled up the deposit. Usually, it is 50, but
    we can arrange for you even 20 only. The bigger
    the deposit, the easier it will be for you to pay
    the balance during the delivery. How much will
    you prefer?

53
Steps of ProperSales Interview
  • ATTENTION
  • INTEREST
  • DESIRE
  • ACTION
  • 1. Approach
  • 2. Bridging to the Heart
  • 3. Bridging to the Mind
  • 4. Creating the Need
  • 5. Product Presentation
  • 6. Handling Objections
  • 7. Closing the Sale
  • 8.Sales Contract

54
Post-Sales Interview
1 - BUILDING GOOD WILL
  • Commendation and Appreciation
  • Commend the prospect for the good decision he
    made to buy.
  • Re-assure him about the benefits of the book.

55
Post-Sales Interview
1 - BUILDING GOOD WILL
  • Requesting for Advanced Information
  • Advance information enhances the capability of
    the Literature Evangelist to gain entrance to the
    home and develop friendship with the prospect.
  • a. Name
  • b. Job
  • c. Children and Age
  • d. Religion
  • e. Interest
  • f. Special Problem
  • Promise your costumer that this information will
    be kept confidential.

56
Post-Sales Interview
1 - BUILDING GOOD WILL
  • Re-Establishing Friendship
  • At the start of your presentation Proper-Sales
    Interview, you already have established
    friendship with your prospect. Now he is your
    costumer.
  • Re-assure him that you also are now his friend.
  • Enroll him to the VOP Correspondence Course.
  • Request to offer a prayer.
  • Promise him to come back when new books are
    available.

57
Post-Sales Interview
2 EVALUATION (AT HOME)
  • Review of Presentations (Canvass Talk)
  • When home at night, it is beneficial to review
    your sales presentations done during the day.
  • Analyze where you have succeeded,
  • Where you have failed, and
  • Why.

58
Post-Sales Interview
2 EVALUATION (AT HOME)
  • Review of Objections
  • Recall and analyze all the objections you met
    during the day.
  • Study possible solutions and how to handle them
    efficiently next time.
  • Endeavor to constantly improve your techniques.

59
Conclusion
  • The canvasser Literature Evangelist should not
    rest satisfied unless he is constantly improving
    (Testimonies, vol. 5, p. 396).
  • He should be constantly improving in manners, in
    habits, in spirit, in labor (Gospel Workers, p.
    283).

60
THE END
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