selling skills

1. HOW TO BE A
BEACON
Selling base

2. “Every sale has five basic obstacles: no
need, no money, no hurry, no desire, no
trust.”
Zig Ziglar

3. What is Selling?
 Selling is just one of many marketing
components
 Personal selling includes
 Personal communication
of information
 Persuasion
 Helping others
 Products
 Services
 Ideas

4. Salesperson Differences
 Traditional Salesperson
Guided by self-interests
 Professional Salesperson
Takes care of customers
 Golden Rule Salesperson
Others interests most important

5. Customer value equation
Customer value =

6. The Six Buyer Benefits
S Safety.
P Performance.
A Appearance.
C Comfort.
E Economy.
D Durability.
The six benefits people want from anything they buy.

7. What are Consumers’ Needs,
Wants, and Demands?
Needs - state of felt deprivation
including physical, social, and
individual needs i.e hunger
Wants - form that a human need
takes as shaped by culture and
individual personality i.e. bread
Demands - human wants
backed by buying power i.e.
money

8. Advertising
Personal selling
Company Sales promotion Customer
Direct marketing
Public relations

9. A New Definition of Personal
Selling
 Personal Selling
 Refers to the personal communication of information to
unselfishly persuade someone

10. Think of Your Grandfather
 Would you treat him in a selfish manner?
 Would you sell him something just to make a sale?

11. Tasks of personal selling
1-Prospecting
- Searching for prospects
2-Targeting
- Deciding how to allocate time among prospects
3-Communicating
-Communicating information about the company’s
products or services

12. 4- Selling
-Approaching ,presenting ,handling objections ,and closing
sales
5-Servicing
-Providing various services to the customer
6-Information gathering
-Conducting market research

13. 7-Allocating
- Deciding which customers will get scarce
products during product shortages

14. Building Long-term Relationships
needs