BASIC SALESMANSHIP

1. Solution Business Consulting BASIC SALESMANSHIP TRAINING

2. THE POWER OF POSITIVE SELF-IMAGE • What is Self-Image ? • A mirror reflection of who we think we are. • The ceiling of our effectiveness. • The key to human personality and development.

3. THE POWER OF POSITIVE SELF-IMAGE… • What does self-image do for us? • It allows physical change through mental change. • People are usually more superior that what we think they are.

4. THE POWER OF POSITIVE SELF-IMAGE… • How can you change your self-image ? • 1. Keep up with yourself. Don’t constantly compare your accomplishments with others. • Control your thoughts and avoid reliving past failure/mistakes.

5. THE POWER OF POSITIVE SELF-IMAGE… • What can your self-image do for your life and future growth ? • It allows or hinders growth. • It makes you worthy of your belief and ideal. • The key to not being like the elephant is truly believe in yourself.

6. NEGATIVE OR POOR SELF-IMAGE On the other hand, the following traits are evidences that there is room for improvement in one’s self-image. • Jealousy • Negative talk about the self • Experiencing guilt when thinking of the self • Failure to give compliments to others • Not taking one’s own needs into account • Not asking for what is wanted or needed • Starving the self of luxuries unnecessarily • Failure to give affection • Inability to receive and enjoy affection • Constant criticism of others • Comparison of the self with others • Constant poor health

7. TIPS TO IMPROVE SELF-CONFIDENCE • Find out what causes your feelings of inferiority by way of a self-assessment. • Train your weaknesses; work on your areas of improvement. • Take continuing efforts to enhance your strengths; Try to improve your talents and abilities still further.. • Readily acknowledge any achievement your experience. Be pleased about your accomplishments in a certain field and be unhesitatingly proud of them. • Free yourself from the opinions of others. You do not always have to take other’s opinions of you seriously.

8. TIPS TO IMPROVE SELF-CONFIDENCE…. • If, for example, you are dissatisfied with your current job but do not see any possibility of immediate changes in the situation, channel your talents and interests towards a hobby so that they can be further developed. • If you are asked to do a difficult job, try to approach your task with optimism, believing that you can achieve it more than satisfactorily. • Do not be too ambitious because excessive ambition is harmful. Avoid very unrealistic and perfectionist standards of achievement for yourself. • Do not too often compare yourself with others. • 10. Do not take as your motto “ Whatever others do well, I must do just as well” because no one can shine equally well in every single field.

9. ENHANCING SELF-IMAGE Here are some suggestions for things that you can do to boost the way you feel about yourself : • Accept compliments. Always say “ Thank you” or words to that effect when praised by others. • Give compliments. One of the easiest ways to feel good about ourselves is to recognize the beauty and goodness in others. • Always speak well of yourself. If you have nothing good to say about yourself, it would be best to keep your mouth shut. • Praise yourself. When you do something right, give yourself a pat on the back. Acknowledge your value. • Separate your behavior from yourself. Realize that your behavior is not connected to self-worth. If you do something silly like smash into another person’s car, it does not necessarily make you a bad person. You simply made a mistake. Hate the sin, not the sinner.

10. ENHANCING SELF-IMAGE 6. Treat your body well. It is the only one you have got. Everything we do to our body affects everything else. Exercise and nourish it well. 7. Let people know how you expect to be treated In particular, set an example by the way you treat yourself. Nobody should accept abuse from anybody. 8. Get around good people. Stay away from losers because you may end up being one of them too. 9. Work at having some personal pleasures without guilt. Use affirmations. 10. Read books, which can give you ideas and inspiration to enrich yourself. 11.Always picture in your mind how you want to be , not how you are.You will then gravitate toward your dominant thoughts.

11. PSYCHOLOGICAL POSITIONS The quality of one’s interpersonal relations with others is highly dependent on his dominant psychological position. One’s psychological position is his generalized attitude towards people in general and thus reflects how he views himself and others. The four extreme life positions associated with combinations of OK and NOT OK positions can be described as follows:

12. I’M OK –YOU’RE NOT OK Superior The people who developed this feel basically positive about themselves but they experience a very real difference between the self and others. Most other people are considered inferior or inadequate, perhaps lacking important qualities such as intelligence, integrity, moral fibre, attractiveness, or experience. People in this life position feel superior and they find ways of demonstrating this to others and themselves. They may appear arrogant, distant, and haughty and managers who adopt this viewpoint tend to be disliked.

13. PERSONALITY TYPES Arrogant; shows overblown confidence --mayabang Flares up easily –Madaling uminit and ulo Critical --Mapang-insulto Gives advice; always lecturing ; reprimands –Pala-sermon Trives on recognition; exaggerates personal contributions –Nagpapabilib na siya lang ang magaling Inhibits others –Naiilang ang iba

14. I’M NOT OK –YOU’RE OK Depressed People with this life position feel that they have some significant weakness or defect that makes them inferior to others. They lack positive feeling toward themselves. These people do not enjoy themselves very much because they focus on their weaknesses, inadequacies, blemishes, and failures –real or imaginary. When disappointments and problems occur they simply serve to demonstrate that the person cannot cope as well as others. Others are rated more highly; they are seen as more significant, mature, purposeful, talented or elegant. In essence, individuals in this position are looking up to others while putting themselves.

15. PERSONALITY TYPES Shy –Mahiyain Nervous –Nerbiyoso at takot sa maraming bagay Lacks energy –Walang sigla Unhappy – Hindi masaya at bugnutin Tends to withdraw – Mahilig mapag-isa Stressed –Hindi kalmado Devalues own contribution –Minamaliit and sariling kontribusyon

16. I’M NOT OK – YOU’RE NOT OK Hopeless People in this position may be depressed or may have lost hope in their capacity to experience life fully and build a satisfying life. These individuals not only hold themselves in low regard but they perceive others as equally defective in some significant way. The whole world of relationships is experienced as a disappointment. This position can have extremely negative effects on a person, resulting in a visible lack of excitement, energy and vitality.

17. PERSONALITY TRAITS Unhappy –Laging malungkot Snobbish –Suplado Always complains –Mareklamo Stressed –Bugnutin Critical –Insultador Depressed –Palaging nagmumukmok Lacks initiative and creativity –Walang kusang palo at hindi malikhain Generates negative relationships –Parating negatibo ang relasyon sa iba

18. I’M OK –YOU’RE OK Confident The individuals who develop this life position feel basically positive about themselves. On the whole, they find life stimulating and enjoyable, tend to feel satisfied and make the most of what they have. When reviewing their experiences, they focus on what was pleasing and enjoyable. They feel positive about others, believing that there is much to be gained from other people. Without adopting a sentimental or indiscriminate attitude, such a person has found that there is a wealth of contact, affection, and stimulation from others.

19. PERSONALITY TRAITS Optimistic –May positibong pananaw Easy to get along with –Magaling makisama Warm –Mabilis makipagpalagayang-loob Tolerant –Mapagpaubaya Confident –May kumpiyansa Affirming --Mapagpahalagasa iba Outgoing --Mahilig sa pakikisalamuha Relaxed --Mahinahon

20. INTERPERSONAL RELATIONS The basic premise of individual differentiation makes it difficult to maintain and develop good inter-personal relations with others. Other interactions with people are affected to a large extent by the way we perceive them, the things they say, and the things they do. Our personality and inter-personal skills as well as the structure of the situation and roles towards each other affect the quality of our interactions.

21. INTERPERSONAL RELATIONS • Good interpersonal relations may be defined as: • Perceiving the self and others accurately in ways that facilitate communication, mutual understanding, and cooperation. • Exhibiting sensitivity to the needs of the self and others. • Balancing positive regard for the self with positive regard for others.

22. POSITIVE REGARD FOR SELF is … Accepting one;s self Being happy with one’s self Believing in one’s worth and

23. POSITIVE REGARD FOR OTHER is… Accepting or tolerating people as they are. Believing in the worth of others. Showing sensitivity to others.

24. THE PROFILE OF A FILIPINO SALES CHAMPION EXCELLENCE (Husay) COMMITMENT PRIDE IDENTITY

25. “ Kapag may tiwala sa sarili, masigla ang damdamin, kahit anong problema kakayanin”

26. THE CONCEPT OF TIWALA, SIGLA, KAYA AND HUSAY TIWALA is faith, belief and confidence. • TIWALA gives : • Katapatang loob • Katibayang loob • Kalakasang loob

27. SIGLA is enthusiasm, attitude and energy • SIGLA gives : • Kagaanan ng damdamin • Katiwasayan ng pag-iisip • Kalawakan ng pananaw

28. KAYA is ability, competence and expertise. • KAYA gives : • Kasikapan • Katimpian • Kasinupan

29. HUSAY is excellence.. • HUSAY gives : • 1. Taas uring gawa • Mabungang paglilingkod • Tapat sa tungkulin

30. GLAMOUR WORDS VS REJECTION WORDS • Investment • Initial Investment • Monthly Investment • Presentation • Opportunity • Reservation Agreement • Autograph / Approval • Professional Fee • Happily Involve • Own • Price • Down Payment • Monthly Payment • Sales Talk • Deal • Contract • Sign • Commission • Sold • Buy

31. HOW TO TURN ARGUMENT INTO AGREEMENT STEPS IN HANDLING OBJECTIONS : LISTEN ACKNOWLEDGE WITH SINCERITY EXPLORE RESPONSE

32. THE 4 TECHNIQUES IN HANDLING OBJECTIONS • PUT THE SHOE TECHNIQUE • Builds up their ego and gets them to answer their own objection. • CHANGE THE BASE TECHNIQUE • Highlight the major benefits while it dwarfs the minor objections. • HISTORY READ BACK • A process in handling competition. • QUESTION DOWN • A summary of benefit statement.

33. REASONS WHY WE FAIL TO CLOSE A SALE 5 General Reasons Why We Fail to Close a Sale • Economics • Sense of Urgency • Less Perception of Values • Unresolved Issues • Lack of Skills in Handling Objections

34. 5 Specific Reasons Why We Fail to Close a Sale • Closing materials are not ready. • We keep on selling while the client is buying. • We did not trial or test close. • We failed to recognize visual and verbal buying signs • We don’t know how to ask a closing questions.

35. ANATOMY OF A CLOSE Closing - Professionally helping people make a decision that is good for them. ? W .Why .What .When .Where

36. 5 STEPS IN CLOSING A SALE • Understand what they want and need. • You must radiate warmth and conviction that you can satisfy their wants and needs. • Avoid Rejections Words ( Use Glamour Words.) • You make the decision and guide your clients by asking a closing question. • Finally, wherever you ask your final closing questions, SHUT UP ! ( Planned Pause) The First person that talks losses.

37. THE FILIPINO ART OF CLOSING Understanding (Unawa) Consensus ( Pagkakasundo) Persuasion (Paghikayat) Consultation (Pagsanguni)

38. “ Ang hindi madala sa santong dasalan, kailangan sa santong paspasan”

39. THE BUYER BASED SELLING THE FIVE (5) ATTITUDES WHICH MUST BE CHANGED TO BUILD WIN-WIN RELATIONSHIP WITH CLIENTS. STEP 1 Change REJECTION to ACCEPTANCE. Talk about what interests your client.

40. THE BUYER BASED SELLING…. STEP 2 Change INDIFFERENCE to INTEREST. Tell your client that you are going to help them get something they want.

41. THE BUYER BASED SELLING…. STEP 3 Change DOUBTto BELIEF. Give your client the facts, advantages, benefits and evidence to convince them that you’ve got a good product. It will do for them what they want done and it is worth the investment

42. THE BUYER BASED SELLING…. STEP 4 Change PROCRASTINATION toDESIRE. Paint a word picture of your client using the product, enjoying it and benefiting from it.

43. THE BUYER BASED SELLING…. STEP 5 Change FEARTO CONFIDENCE Weigh out your clients fears against the benefits.