04/19/23Presented by D. Weaver, 2Birds1Stone Media1

Professional SellingProfessional SellingINTRODUCTION TO SALESINTRODUCTION TO SALESAND THE BASIC SALES CYCLEAND THE BASIC SALES CYCLE

WITH DUANE WEAVER

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OUTLINEOUTLINE

Overcoming Sales FearsSellingProfessionalismThe Basic Sales CycleKnow Thyself

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Overcoming Sales FearsOvercoming 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? Ethics

Match?

Helping

ImageProfessional

$$$$

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SELLINGSELLING

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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ProfessionalProfessional

“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”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/professional

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Some Characteristics of Some Characteristics of Professional SellingProfessional SellingDriven to make it a careerFocus on the long termDesire to improve to become an expertFocus on matching vs. tellingStrength in all aspects of the Basic Sales

Cycle

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The Basic Sales CycleThe Basic Sales Cycle

What is the first step in the sales process?

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The Basic Sales CycleThe Basic Sales Cycle

Listening/Observing - Needs Analysis

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The Basic Sales Cycle:The Basic Sales Cycle:needs analysisneeds analysisHow do we determine/analyze a

customer’s needs?

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The Basic Sales CycleThe Basic Sales Cycle

Listening/Observing - Needs AnalysisAnalyze/Recommend - Recommendation

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The Basic Sales CycleThe Basic Sales CycleRecommendationRecommendationWhen 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 CycleThe Basic Sales Cycle

Listening/Observing - Needs AnalysisAnalyze/Recommend – RecommendationIdentify/Handle Objections – Preparing

the Close

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The Basic Sales CycleThe Basic Sales CyclePreparing the ClosePreparing the CloseWhat does this mean “preparing” the

close?Examples?

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The Basic Sales CycleThe Basic Sales Cycle

Listening/Observing - Needs AnalysisAnalyze/Recommend – RecommendationIdentify/Handle Objections – Preparing

the CloseAsk for the Sale – Closing

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The Basic Sales CycleThe Basic Sales CycleClosingClosingWhat is closing?Any suggestions/techniques/tips?

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The Basic Sales CycleThe Basic Sales Cycle

Listening/Observing - Needs AnalysisAnalyze/Recommend – RecommendationIdentify/Handle Objections – Preparing

the CloseAsk for the Sale – ClosingBuild Follow Up Opportunity –

Repeat/Referral Business

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The Basic Sales CycleThe Basic Sales CycleRepeat/Referral BusinessRepeat/Referral BusinessThis 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 CycleThe Basic Sales Cycle

1. Needs Analysis2. Recommendation3. Preparing the

Close4. Closing5. Repeat/Referral

Business

Recommend

Prepare the Close

Repeat/ReferralBusiness

Close

NeedsAnalysis

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KNOW THYSELF – Listening KNOW THYSELF – Listening Skills (TRUE COLORS)Skills (TRUE COLORS)Your True Personality ColorThis 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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ThanksThanks

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.