.[/caption]I wrote this article to provide knowledge and educate sales person such as; sales executive, sales assistant, sales clerk, SUC, and Promodiser, increase confidence with people, demonstrate greater professionalism and also to promote sales and service excellence.
With this article the Key Concepts to Become a Good Sales Person, it emphasizes on the profound use of selling skills and techniques to enhance individual abilities and talents, focusing on improving and sharpening of ones initiative, pro-activeness and customer oriented service.
PROGRAM INPUTS
Selling Philosophies / Positive perception of failure
Advantages of selling profession
Sales cycle / Types of selling / Selling Techniques / Selling area operation guide
Telephone ethics / Handling telephone messages
I DO NOT LOOK AT FAILURE AS A FAILURE, BUT AS :
An opportunity to change the course of my direction.
A chance to perfect my techniques and performance.
A learning experience I will need someday.
A chance to develop my sense of humor.
A game I must play to win.
ADVANTAGES OF SELLING PROFESSION
Freedom of expression ( Be yourself )
The freedom to be successful as you would like to be ( unlimited income )
It's a daily challenge
It is fun ( If it is not fun, it is not worth doing )
It is satisfying, you feel good when your customer walks away with your product
A SALESPERSON MUST KNOW BY HEART THE FOLLOWING:
1. Customer
2. Product knowledge ( Features and benefits )
3. Selling process
4. Handling objections
5. Competitors
THE SALES CYCLE / STAGES OF SELLING
1. Prospecting (the most important element )
2. Qualifying
3. Presentation and handling objections
4. Trial close / closing
5. Documentation / payment
6. After sales - service
HANDLING TELEPHONE MESSAGES
1. Answer promptly
2. Identify yourself and the department and company
3. Project positive feelings
4. Be courteous
5. Speak distinctly & loudly
6. Be reliable
7. Let the caller say good-bye first
Also read about the following;
What is a customer; understanding their needs and wants
The buyer / Buyer's benefits / Type of buyer / Buying considerations
[…] key on becoming good sales person and the very first you need to learn is to make a decision to be in the top twenty percent. […]
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