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What makes a good salesman
The document discusses the characteristics of a good salesperson. It defines different types of salespeople, including transactional salespeople who focus on individual sales, closers who work to close deals, relational salespeople who build long-term relationships, and consultants who solve problems and build relationships. It provides tips for salespeople such as studying the product and competitors, selling based on the customer's needs, answering questions confidently and honestly, making the sale process easy for the customer, and following up to ensure satisfaction.
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Introduction to salesmanship and the role of a salesman as the company's representative.
Overview of four types of salesmen: Transactional, Closers, Relational, and Consultants, each with distinct roles.
The sales process divided into three phases: Before, While, and After Selling, highlighting key actions for success.
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What makes a good salesman
- 1. WHAT MAKES AGOOD SALESMAN
- 2. WHO IS ASALESMAN? Salesmen are also usually the face of the companies they represent, interacting directly with customers who are interested in purchasing goods or services
- 3. TYPES OF SALESMEN •Transactional • Closers • Relational • Consultants
- 4. TRANSACTIONAL • Retail • Waitfor the transaction to make their sale • Primary job of the salesperson is to help the buyer find the product she is already looking for and then ring it up
- 5. CLOSERS • Most ofthe Sales Force • Primary Goal: Constantly inching the customer toward the goal of closing the deal • Secondary Goal: Relationships with customers
- 6. RELATIONAL • Account Manager •Establish long-term relationship, that brings the customer back around for repeat business
- 7. CONSULTANTS • Close theDeal and Build relationships at the Same time • Problem Solvers • Have superior listening skills and tend to be patient with customers
- 8. PROCESS • Before Sellingthe Product • While Selling the Product • After Selling the Product
- 9. BEFORE SELLING THEPRODUCT • Study your Product • Study your Competitor’s Products
- 10. WHILE SELLING THEPRODUCT • Sell the Product based on the Customer • Answer Questions Wisely and Honestly • Be Confident • Advise the Customer(Customer do like to tell them what to buy) • Process the Sale, and make it easy on the customer
- 11. AFTER SELLING THEPRODUCT • Complete the Company’s procedure • Makes sure the customer is done with the procedures • Follows-up with you, to make sure customer satisfaction
Editor's Notes
- #10 Know your Product (advantages and disadvantages), history of the product, love your product. So that you don’t encounter a customer, and just stand there (hm… wait sir, oh its written $20.. And also its written dangerous for you)
- #11 Know your customer, be interactive and try to find out what's his needs and wants. And sell based on that. How to be confident? As we mentioned earlier, studying your product and competitors. Having the full knowledge will make you win the customer and he asks for advice Advise the customer, that this is the product you are looking for. Don’t be the hesitant.. (hm.. Well I don’t know, I think it can fit you. Or maybe this can help. Your wish) Last point, what I mean is that the customer isn’t looking for only sale, he also needs help in completing the sale procedute. Not guiding the customer on the procedures will definitely make you lose his trust and the sale.