2. Qualities of Successful Salespeople
• Focus on the buyer’s needs
• Possess good listening skills
• Create value for the buyer
– Be honest about the products
• Radiate credibility
– Communication skills
– Building trust
• Maintain a good attitude
– Friendly, courteous and patient
3. The Buyer’s Need
• Need identification
• Recognition of importance
• Search for fulfillment
• Evaluation of options
• Decision-making
4. Your Sales Strategy
Persuading skills
Step 1: Through small talk Build trust
relationship between buyers and salesperson
Step2: Asking questions begin with ‘what’,
‘how’, ‘why’ discover as much information
as possible
e.g. What do you do?
How do you do it?
5. Solving the Buyer’s Problem
• Understand the situation provide
possible solutions satisfy the needs of
buyers
• convince buyers to buy a product
which doesn’t suit
maintain the buyer’s trust and respect
• The features of options – benefit the
product users
6. • Signals e.g. smile, nod, affirmative
statements & questions
Remember: Ask for a commitment
Obtaining Commitment
