2. Key rules of Salesmanship
Relation building Straight thinking Presentation
3. Relation Building
Building rapport with the customer is a crucial matter which helps us in
achieving high sales.
How ?
Smile – smile and the world will smile with you. A good smile will
give you an opportunity for smooth discussion
Greeting - Always greet and empathize.
General discussion – Don’t straight away jump to sales. Always
start with a general discussion.
4. Straight Thinking
Logical – Be logical and don’t deviate.
Organized – Organize your presentation and demonstration
Valid evidence – Your facts and figures should be ready. Benefits of
your product should show up.
5. • Presentation is the way you express yourself,
your company and your product.
• How you present your product to Potential
Buyer .
PRESENTATION
7. Customer
• What does the salesperson need to know about the customer ?
• The problem/need/requirement ?
• Uncover the customer’s need and then satisfy this need with the
your product benefits. i.e Convert a need into a want.
• Toconvert a need to a want for a specific product, you should
demonstrate your product benefits in a way that makes the
customer realize the importance of your product.
8. Product
• Product knowledge is essential for the
success of sales.
• It helps the salesperson show the
customers what they will gain by buying
his product.
9. Why knowledge of product is important
Because it gives you the two key elements of successful selling.
1. Confidence
2. Enthusiasm
10. Can you imagine a successful salesperson who is not fully aware of his product.
You will feel confident if you know every details about your product and
competitors. Gives you power for objection handling
Confidence
12. Introducing your product?
1. Uncover the features of your product.
2. Tell what action the feature will perform.
3. Let know the consumer the benefit of the action performed.
However a sales person should not assume
a) Benefit that’s important to one customer will be important to another customers.
b) Your customer on his own will translate your product features into benefits and
buys it .
13. Competitors
Accept the competition because there is no other choice.
It helps in better objection handling.
What should we be aware of ?
What are the products recommended to the customer’s by the
competitive salesperson, and whether the specifications of these
products recommended meet the customer’s requirements or not.
How does the Competitors Representative tell his story and
demonstrations.
14. 1. Not to include any reference of competitor in your sales presentation unless it is
strictly needed.
2. Never initiate the subject of competition, let the customer make the first
reference.
3. Do not allow the situation to take you away from the primary task, which is to
explain your product.
4. Never make a statement about the competitor before checking its accuracy.
5. Never criticize competitors since criticism can be interpreted as
poor salesmanship.
However a sales person should avoid these :
