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CHAPTER 1 Selling ASAP
Selling ASAP <ul><li>Selling is being viewed today as an  Art  and a  Science , with an emphasis on practicing  Agility  t...
Art and Science <ul><li>Selling involves the salesperson’s unique style  (art)  of applying a systematic process  (science...
Agility <ul><li>An  agile salesperson  is: </li></ul><ul><ul><li>One who is quick to see opportunities </li></ul></ul><ul>...
Performance <ul><li>Salespeople must perform </li></ul><ul><li>Sales performance is measured in a multitude of ways </li><...
What is Professional Selling? <ul><li>Professional selling  is the interpersonal communication process in which a seller u...
Today’s Sales Professional <ul><li>Non-manipulative </li></ul><ul><li>Builds relationships </li></ul><ul><li>Thrives on co...
Components of ASAP <ul><li>Understanding the Sales Environment </li></ul><ul><li>Implementing the Sales Process  </li></ul...
All Organizations Perform Selling Activities & Every Professional Sells “Nothing happens in the economy until someone sell...
Steps of the Sales Process <ul><li>Preparation </li></ul><ul><li>Attention </li></ul><ul><li>Examination </li></ul><ul><li...
Why Become a Professional Salesperson? <ul><li>Opportunity </li></ul><ul><li>Job Satisfaction </li></ul><ul><ul><li>Helpin...
Annual Income of Salespeople and Sales Managers
Inside and Outside Sales <ul><li>At a broad level, professional selling can be divided into two types: </li></ul><ul><ul><...
B2B and B2C  <ul><li>Business-to-Business   (B2B) Selling </li></ul><ul><ul><li>The salesperson represents a company and s...
Classifications <ul><li>Retail selling </li></ul><ul><li>Trade selling </li></ul><ul><li>Missionary selling (Detail sellin...
Types of Selling: A Traditional Look  <ul><li>Responsive selling </li></ul><ul><li>Creative selling </li></ul><ul><li>Need...
Success in Sales <ul><li>Successful salespeople possess the following: </li></ul><ul><ul><li>Motivation to succeed </li></...
Sales Productivity: A Measure of  Success <ul><li>Sales productivity  is the ratio of sales revenues to what a salesperson...
How Salespeople Spend Their Time <ul><li>Administrative tasks </li></ul><ul><li>Meetings </li></ul><ul><li>Travel time </l...
CRM-Customer Relationship Management <ul><li>CRM is a strategy and process that utilizes technology </li></ul><ul><ul><li>...
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CHAPTER 1 Selling ASAP Selling ASAP

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CHAPTER 1 Selling ASAP Selling ASAP

  1. 1. CHAPTER 1 Selling ASAP
  2. 2. Selling ASAP <ul><li>Selling is being viewed today as an Art and a Science , with an emphasis on practicing Agility to enhance Performance </li></ul>
  3. 3. Art and Science <ul><li>Selling involves the salesperson’s unique style (art) of applying a systematic process (science) to understanding customers’ needs and wants and matching the benefits of the salesperson’s product or service to those desires </li></ul>
  4. 4. Agility <ul><li>An agile salesperson is: </li></ul><ul><ul><li>One who is quick to see opportunities </li></ul></ul><ul><ul><li>Clever in shortening sales cycles </li></ul></ul><ul><ul><li>Able to meet customers’ needs faster </li></ul></ul><ul><ul><li>Capable of creating flexible and customer-focused values </li></ul></ul><ul><ul><li>Quick at learning and unlearning </li></ul></ul>
  5. 5. Performance <ul><li>Salespeople must perform </li></ul><ul><li>Sales performance is measured in a multitude of ways </li></ul><ul><li>Selling requires a continuous emphasis on earning and maintaining long-term customer satisfaction…not just making quota </li></ul>
  6. 6. What is Professional Selling? <ul><li>Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties </li></ul>
  7. 7. Today’s Sales Professional <ul><li>Non-manipulative </li></ul><ul><li>Builds relationships </li></ul><ul><li>Thrives on competition </li></ul><ul><li>Works to understand the customer </li></ul>
  8. 8. Components of ASAP <ul><li>Understanding the Sales Environment </li></ul><ul><li>Implementing the Sales Process </li></ul><ul><li>Mastering Sales Agility </li></ul>
  9. 9. All Organizations Perform Selling Activities & Every Professional Sells “Nothing happens in the economy until someone sells something to someone else.” Arthur H. “Red” Motley
  10. 10. Steps of the Sales Process <ul><li>Preparation </li></ul><ul><li>Attention </li></ul><ul><li>Examination </li></ul><ul><li>Prescription </li></ul><ul><li>Conviction & Motivation </li></ul><ul><li>Completion and Partnering </li></ul>
  11. 11. Why Become a Professional Salesperson? <ul><li>Opportunity </li></ul><ul><li>Job Satisfaction </li></ul><ul><ul><li>Helping others </li></ul></ul><ul><ul><li>Money </li></ul></ul><ul><ul><li>Freedom </li></ul></ul><ul><ul><li>Responsibility </li></ul></ul><ul><ul><li>Did I say, “Money”? </li></ul></ul>
  12. 12. Annual Income of Salespeople and Sales Managers
  13. 13. Inside and Outside Sales <ul><li>At a broad level, professional selling can be divided into two types: </li></ul><ul><ul><li>Inside sales </li></ul></ul><ul><ul><ul><li>Telemarketing </li></ul></ul></ul><ul><ul><ul><li>Retail sales </li></ul></ul></ul><ul><ul><li>Outside sales </li></ul></ul><ul><ul><ul><li>Prospecting—finding potential customers/clients </li></ul></ul></ul>
  14. 14. B2B and B2C <ul><li>Business-to-Business (B2B) Selling </li></ul><ul><ul><li>The salesperson represents a company and sells to other companies </li></ul></ul><ul><li>Business-to-Consumer (B2C) Selling </li></ul><ul><ul><li>The salesperson sells directly to the consumer </li></ul></ul>
  15. 15. Classifications <ul><li>Retail selling </li></ul><ul><li>Trade selling </li></ul><ul><li>Missionary selling (Detail selling) </li></ul><ul><li>Technical selling </li></ul>
  16. 16. Types of Selling: A Traditional Look <ul><li>Responsive selling </li></ul><ul><li>Creative selling </li></ul><ul><li>Needs-based selling </li></ul><ul><li>Consultative-partner selling </li></ul><ul><li>Problem-solution selling </li></ul><ul><li>Customer-centered selling </li></ul><ul><li>Value-based selling </li></ul>
  17. 17. Success in Sales <ul><li>Successful salespeople possess the following: </li></ul><ul><ul><li>Motivation to succeed </li></ul></ul><ul><ul><li>Empathy </li></ul></ul><ul><ul><li>Ego-drive </li></ul></ul><ul><ul><li>Service motivation </li></ul></ul><ul><ul><li>Conscientiousness </li></ul></ul><ul><ul><li>Ego-strength </li></ul></ul>
  18. 18. Sales Productivity: A Measure of Success <ul><li>Sales productivity is the ratio of sales revenues to what a salesperson inputs into making those sales </li></ul><ul><ul><li>Batting Average = #Sales/#Calls </li></ul></ul><ul><li>How salespeople use their time is critical to sales productivity success </li></ul>
  19. 19. How Salespeople Spend Their Time <ul><li>Administrative tasks </li></ul><ul><li>Meetings </li></ul><ul><li>Travel time </li></ul><ul><li>Face-to-face selling </li></ul><ul><li>Phone/other selling </li></ul>
  20. 20. CRM-Customer Relationship Management <ul><li>CRM is a strategy and process that utilizes technology </li></ul><ul><ul><li>To identify, attract, and retain customers </li></ul></ul><ul><ul><li>To leverage the sales organization’s relationships with its customers </li></ul></ul><ul><li>The agile salesperson uses CRM technology to assist him in managing customer interactions and transactions </li></ul>

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