The documents discuss modern philosophies of selling that focus on building trust with customers through empathy, honesty and problem-solving. A key philosophy discussed is treating customers as people rather than dollar amounts, and prioritizing their needs through quality products, solutions and after-sales support. Prospecting is presented as the process of identifying and qualifying potential customers, while personal selling involves developing relationships with buyers and understanding their needs to match them with appropriate solutions.

1. Selling Philosophy:
1. Selling is problem solving
2. Selling is a caring activity
3. A customer is a person to be served, not a
prospect to be sold
4. Treat people as human beings, not $ signs
5. Be customer driven, not product driven
6. Long-term success depends on customers
relations
7. Selling is a ‘win-win’ activity
8. Adherence to ethics, mutual trust, and honesty
is essential

2. Modern Selling Philosophy
Based on trust and mutual agreement
Customer-driven
Act as if on customer’s payroll
After-sales service is key
Professionalism and integrity are essential

3. What buyers want from salespeople
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Knowledge
Empathy
Organization
Quick turnaround
Follow-through
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Solutions
Punctuality
Hard work
Energy
Honesty

4. What buyers DON’T want
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Lack of preparation
Lack of knowledge
Aggressiveness
Lack of dependability
Poor follow-through
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Presumption
Walk-ins
Problem avoidance
Lack of personal respect

5. The foundation of good selling is the desire
to help people.
Professional salespeople typically view
themselves as problem solvers and selling as
problem solving.
People tend to respond better to being treated as
human beings than as dollar signs.

6. A salesperson is no longer a vendor out
to sell a product, but rather a consultant
out to help their customer’s business.
There is no such thing as
‘soft sell’ and ‘hard sell’,
there is only
‘smart sell’ and ‘stupid sell’.
Selling should be a friendly act. It is
something we do WITH and FOR people,
not TO them.

7. Forget about the sales you hope to make and
concentrate on the service you want to render.
The moment people’s attention is centered on
service to others, they become more dynamic,
more forceful and harder to resist.
How can you resist someone who is trying to
help you solve a problem? . . .
Start out each morning with the thought,
‘I want to help as many people as possible
today,’ instead of
‘I want to make as many sales as possible today

8. People don’t care what you know
until they know that you care.
The object of a salesperson is not to
make sales, but to make customers.

9. Prospecting and Pre-approach

10. Identify MAD Customers
 Money to Buy
 Authority to Buy
 Desire to Buy

11. Prospecting
The process of identifying, qualifying, and
prioritizing organizations and individuals that
have the need for and potential to purchase
the salesperson’s market offering of products
and services.
Sales
Sales
Leads
Leads
Screening
Procedures
for Qualifying
Leads
Qualified
Qualified
Prospects
Prospects

12. Prospecting Plans are the Foundation for
Effective Prospecting
Set Goals
Establish daily,
weekly and
monthly quotas for
acquiring new
prospects

13. Prospecting Plans are the Foundation for
Effective Prospecting
Set Goals
Allocate Time
Establish a regular
daily schedule for
conducting
prospecting
activities.

14. Prospecting Plans are the Foundation for
Effective Prospecting
Set Goals
Allocate Time
Keep Records
Track your results
from using the
different prospecting
methods.

15. Prospecting Plans are the Foundation
for Effective Prospecting
Set Goals
Allocate Time
Keep Records
Evaluate
What is working for
you? Compare
results and use the
methods that work
best for you.

16. Prospecting Plans are the Foundation
for Effective Prospecting
Set Goals
Allocate Time
Keep Records
Evaluate
Stay Positive
Develop confidence
by knowing your
products and
believing that you
offer the best
solutions.

17. Importance of Effective Prospecting
The better the lead generation method,
the higher the proportion of qualified
leads.
The more accurate the qualifying process,
the higher the proportion of customers per
qualified lead.

18. Prospecting Sources & Methods
Personal Contact
 Observation
 Cold Canvassing
 Trade Shows
 Spotters
 Sales Seminars/Educational Forums

19. Prospecting Sources & Methods
Internal Sources
 Company Records
 Lists and Directories
 Advertising Inquiries
 Telephone Inquiries
 Mail Inquiries
 Internet or World Wide Web

20. Prospecting Sources & Methods
External Sources
 Referrals
 Introductions
 Community Contacts (Centers of
Influence)
 Organizations
 Non-competing Salespeople
 Visible Accounts

21. Qualified Prospects . . .
 Can benefit from the sales offering
 Have the financial wherewithal to make the purchase
 Play an important role in the purchase decision process
 Are eligible to buy based on a fit within the selling
strategy
 Are reasonably accessible and willing to consider the
sales offering
 Can be added to the customer base at an acceptable
level of profitability

22. Personal Selling

23. Personal selling
Interpersonal influence process
involving a promotional
presentation conducted on a
One-to-One basis with the
buyer.

24. The process of:
Developing customer relationships,
Discovering customer needs,
Matching appropriate products with
these needs, and communicating
benefits.”

25. Evolution of Personal Selling
Peddlers selling door
to door . . . served
as intermediaries
Selling function
became more
structured
1800s
1900s
2000s
st
As we begin Post-Industrial selling and
the 21 century, War continues to develop,
Industrial
Modern
becomingRevolution
more professional and more relational
Revolution
Depression
Era
Business organizations
employed salespeople
Selling function
became more
professional

26. Relationship Selling
Salesperson focuses on developing a trusting
partnership in which the salesperson seeks to
provide long-term customer satisfaction by
listening, gathering information, educating, and
adding value for the customer.

27. Transaction- vs. Relationship Focused
Transaction-Focused
Relationship-Focused
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Short term thinking
Making the sale has
priority over most
other considerations
Interaction between
buyer and seller is
competitive
Salesperson is selfinterest oriented
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•
Long term thinking
Developing the
relationship takes priority
over getting the sale
Interaction between
buyer and seller is
collaborative.
Salesperson is customeroriented