Mastering Sales

Sales!
Sales moved from physical to virtual today!
Traditional Sales
Popular in 1960s-1980s though
still use today
Standardized products
Seller knows the product
Seller offers delivery service,
supporting information, and
training as part of the supply
Modern Sales
How we need to operate in sales
today to be successful
Customizable products and
services
Seller knows the customer and
his needs
Seller helps customer to identify
and interpret market
opportunities and assists in
decision-making as part of the
supply.
Sales moved from physical to virtual today!
Traditional Sales Modern Sales
Value of the seller’s offering is Value of the seller’s offering is
judged by the sales price. judged by sales price plus non
financial aspects.

Competitive strength of Competitive strength of

organization and product based on organization and product now
tangibles. include intangibles.

Supplier only provides the product Supplier now adds value beyond
or service . the product or service.

Sales price is determined by the Sales price is driven by the

production cost plus a profit competitive marketplace (
margin supply and demand ).
Sales moved from physical to virtual today!
Traditional Sales
Salesperson or supplier
understands the customer’s
needs.
Salesperson is the only one who
deals with the customer.
Organization’s focus for
salespeople is on acquiring new
customers
Buying and selling are the distinct
function of specific individuals
within each organization
Modern Sales
Salesperson or supplier
understands customer’s
customer, suppliers, or other
partners needs.
Customer may deal with anyone
in the organization before and
after the sales.
Organization’s focus for
salespeople is on retaining and
expanding current sale
relationships.
Buying and selling require a
process involving people in each
organization .
Sales moved from physical to virtual today!

Traditional Sales Modern Sales

Salesperson only “sells” to Salesperson must “sell”
external customers internally by advocating for the
customer's needs to the rest of
the organization.
Salesperson’s authority to Salesperson’s authority for
negotiate or be flexible in offers negotiating and flexibility is
for the customer is minimal. higher.
The customer knows the product The seller or supplier must know
and services that they need. the customer’s business and be
able to help them to specify
product and services they need.
The buyer is an isolated function. The seller needs to help the
buyer in organization’s overall
strategy.
Who is a Salesman?

Knows his
Never say Die Listens more! product/service/idea
better than anyone

Knows the customer

Gives solution not Sells dream, hope
better than anyone
problem and benefit
else

Has the ability to

adapt his selling
proposition according
to customer
What’s the Role Difference?

Sales Marketing Finance

Supply
Accounting
Chain
We usually think of SELLING

Goods
SERVICES
OR
BOTH

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But what about..
Selling
Yourself ?

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Remember this truism…..

I don’t care what career path you are on. The reality
is that you must sell yourself before you sell your
skills.

I am talking about your “persona”---about how

others see you as a human being.

I choose to call it “personal salesmanship”.

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 Who would you hire?

Shahriar has a 4.0 g.p.a. Also, he is a “slug”.

He is slovenly—conceited—surly--doesn’t bathe
too frequently—has no friends---yet his grades are
tops.

Billal has a 3.0 g.p.a. He is personable—well liked—

outgoing—a good listener—enjoys working with
others—and he bathes frequently.

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 ARE YOU……
BEGINNING
TO GET THE
MESSAGE?

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Why are some salespeople so successful?

• 20% of the salespeople make 80% of the sales and

80% of the commissions
• 10% of salespeople open 80% of new accounts
(“hunters”)
• The top 10% of sales professionals today earn 5X,
10X, 15X and even 20X the average of the other 80%-
90%.

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Why are some salespeople so successful?

1. They sell the product people want.

2. They convince people they want the product they

have to sell.

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Why are some salespeople so successful?

•80% of Sales success is psychological.

•Top salespeople are OPTIMISTS.

•They have a positive mental attitude.

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Optimism

• Optimism is a result, or
effect, of the seven key
qualities of top sales
people

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Seven Qualities of Top Salespeople

They are ambitious.

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Ambition

• A strong desire to gain

a particular objective;
specifically, the drive to
succeed or to gain
fame, power wealth,
etc.

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Seven Qualities of Top Salespeople

✓ They are ambitious.

✓ They are courageous.

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 Courage

Everyone is afraid.
The best salespeople do
it anyway! Ask for
the sale…

The top people confront

their fears.

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Seven Qualities of Top Salespeople

1. They are ambitious.

2. They are
courageous.
3. They are committed.

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 Commitment….

•Caring is the key element in successful selling.

•Selling has often been defined as a “transfer of

enthusiasm”.

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Law of
Correspondence

The more you believe in

what you sell, the
easier it is for you to
convince someone else.

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Seven Qualities of Top Salespeople

1. They are ambitious.

2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than as salespeople.

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 Consultant stance…

•People accept you at the way you present

yourself.
•Act like a consultant in everything you do and
say.
•What does a consultant do?

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 Why Do Customers Stop
Being Customers?

• 1% Die

100%
• 3% Move Away
• 5% Seek alternatives
• 9% Go to the competition
• 14% Dissatisfied with product/service
• 68% Upset with the treatment they receive

Beyond Customer Service, 1992.

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Seven Qualities of Top Salespeople

1. They are ambitious.

2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than
as salespeople.
5. They are prepared.

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Three Keys to Preparation in Selling

1. Pre-call research – do your homework-

mentally prepare.
2. Pre-call objectives – what are your goals?
Starting out? Break it down.
3. Post-call analysis – write down every detail.
When to re-contact.
Think what other approach could be used to advance
your prospect of success.

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Seven Qualities of Top Salespeople

1. They are ambitious.

2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than as salespeople.
5. They are prepared.
6. They engage in continuous learning.

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Keys to Continuous Learning

• Read one hour in

selling each day.
• Listen to audio tapes in
your car.
• Take all the training you
can get.

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Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.

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Major Responsibilities of Sales People

▪The first thing is to know about the product

knowledge .
▪ Finding potential customer
▪Create desire in customer’s mind to buy
product.
▪Make buyers to getting the decision of
buying
▪After that deliver the right product that
buyer want
Hooray! I Made the Sale!

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Thank you