Selling: The Profession

1. 6th Edition Selling: The Profession Focusing on Building Relationships David J. Lill and Jennifer K. Lill DM Bass Publications

2. A Career in Professional Selling Learning Objectives • Appreciate the role of selling in our economy. • Understand the purpose of personal selling. • Recognize the different types of sales jobs and the requirements for success in each. • Identify the personal characteristics that are needed for success in a selling career. • Examine professional selling as a viable career opportunity. • Chapter 1

3. The Value of Salespeople Salespeople are… Solution Providers • Sales professionals demonstrate their value to customers by providing information and helping solve problems.

4. Everybody Sells • Human relation skills are basic selling skills. • Skills are learned and practiced from birth. • Everyone has a base upon which to build their selling abilities. • Introverts and extroverts can be successful in selling.

5. Definition of Personal Selling Personal selling is the process of seeking out people who have a particular need, assisting them to recognize and define that need, demonstratingto them how a particular service or product fills that need, and persuading them to make a decision to use that service or product.

6. The Sales Edge Salespeople are made, not born, and they are made with concentrated attention, repeated practice, and goal oriented direction.

7. Becoming A Master Salesperson • Become a student of your profession. • Selling is a skill that must be practiced. • Learn throughout your career. Get ready to retire! You’re the father of a natural born salesperson!

8. Qualities of High Sales Performers • Sell to people • Know when to close • Exchange Information • Regularly establish trust • Provide value added to the customer • Be perceived as genuine advocates of prospects’ needs

9. Importance of Sales Training • Salespeople are most comfortable selling what they understand. • Successful companies see sales training as the basis for gaining a competitive advantage. • Sales training builds confidence in the sales force.

10. Maslow’s Hierarchy of Needs Physiological Needs Affiliation Self Actualization Fulfillment of Potential Personal Esteem Needs Self - Acceptance Group Membership Acceptance by Others Social Needs Physical Safety Satisfying Personal Relationships Psychological Security Job Security Safety Needs Adequate Food Air toBreathe Sexual Satisfaction Water Shelter

11. Rewards of A Sales Career • No set routine • Entrepreneurship • Personal Satisfaction • Variety and Independence • Opportunity for Advancement • Professional salespeople are never unemployed • Salespeople have a direct effect on their income and security through their efforts

12. Opportunities for Advancement • Effective salespeople are not limited to one career path. They have many possibilities for advancement: • Promotion to Sales Management • Top Management Positions • Entrepreneurial Opportunities • Small Business Ownership

13. the most of their time... • Successful salespeople must make

14. Disadvantages of a Sales Career

15. Sales Job Similarities • The need to understand the prospect’s problems. • The need for appropriate technical and/or product knowledge. • The need for self-discipline to execute a sales plan. • The ability to translate product features into benefits.

16. Classification of Sales Jobs • Order takersonly: • respond, react, and suggest • Order getters are: • creative, persistent, and build strong relationships

17. Five Types of Salespeople • Sales engineer • Detail salesperson • Service salesperson • Account representative • Industrial products salesperson, non-technical

18. Quotable Quotes “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.” - Thomas Jefferson

19. Characteristics of Successful Salespeople • Enthusiasm, Sincerity, and Empathy • Goal Directed • Ability to ask questions • Resourcefulness • Administrative ability • Initiative • Perseverance • Pleasant personality

20. Create the Sales EDGE

21. C R E A T E HANGE IS OFTEN DESIRABLE, FREQUENTLY NECESSARY AND ALWAYS INEVITABLE. EMEMBER…ONLY YOU CAN GIVE YOURSELF PERMISSION TO APPROVE OF YOU. UNLOCK YOUR MIND FROMNEGATIVE THINKING. NVISION YOURSELF A SUCCESS. WHAT YOU THINK ABOUT YOU BECOME. TTITUDE DOES DETERMINE YOUR ALTITUDE. IT’S WHAT’S INSIDE THAT MAKES YOU RISE. HE RIGHT ANGLE TO SOLVE A PROBLEM IS THE TRY-ANGLE. LIMINATE FAILURE AS AN OPTION, AND PROGRESS NATURALLY EMERGES.

22. T H E • HE BEST IS YET TO COME. YESTERDAY’S IMPOSSIBILITIES ARE TODAY’S POSSIBILITIES. • AVE YOUR DREAMS. THEY ARE THE STUFF GREAT PEOPLE ARE MADE OF. REACH FOR THE STARS BUT KEEP YOUR FEET ON THE GROUND. • XTRAORDINARY DESIRE AND PERSISTENCE DRIVES ORDINARY PEOPLE TO ACHIEVE GREAT THINGS. ACHIEVERS ARE NOT EXTRAORDINARY PEOPLE.

23. S A L E S • EVEN DAYS WITHOUT LAUGHTER MAKES ONE WEAK. • SMILE IS THE SHORTEST BETWEEN TWO PEOPLE. • ISTEN TWICE AS MUCH AS YOU TALK. YOU WERE GIVEN TWO EARS AND ONE TONGUE. NCOURGAGING FEEDBACK IS A PROCESS FOR LEARNING ABOUT YOUR IMPACT ON THOSE AROUND YOU. UCCESS IS THE PROGRESSIVE REALIZATION OF WORTHWHILE, PREDETERMINED, PERSONAL GOALS.

24. E D G E • XCUSES ARE FOR LOSERS. WINNERS HAVE WAYS. MAY WE ALL FIND THE WAY. • ETERMINE NEVER TO GIVE UP. IT’S WHEN THINGS SEEM THE WORST THAT YOU MUST NOT QUIT. • OALS ARE DREAMS WITH A DUE DATE. XPECT THE BEST OF YOURSELF. BE SOMEBODY SPECIAL. THE BEST NEVER CONSIDER SUCCESS OPTIONAL.