Selling ASAP

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CHAPTER 1

• Selling ASAP

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Selling ASAP

• Selling is being viewed today as an Art and a
  Science, with an emphasis on practicing Agility
  to enhance Performance

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Art and Science

• Selling involves the salespersons unique style
  (art) of applying a systematic process (science)
  to understanding customers needs and wants and
  matching the benefits of the salespersons
  product or service to those desires

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Agility

• An agile salesperson is
• One who is quick to see opportunities
• Clever in shortening sales cycles
• Able to meet customers needs faster
• Capable of creating flexible and customer-focused
  values
• Quick at learning and unlearning

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Performance

• Salespeople must perform
• Sales performance is measured in a multitude of
  ways
• Selling requires a continuous emphasis on earning
  and maintaining long-term customer
  satisfactionnot just making quota

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What is Professional Selling?

• 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

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Todays Sales Professional

• Non-manipulative
• Builds relationships
• Thrives on competition
• Works to understand the customer

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Components of ASAP

• Understanding the Sales Environment
• Implementing the Sales Process
• Mastering Sales Agility

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All OrganizationsPerform Selling
ActivitiesEvery Professional Sells

• Nothing happens in the economy until someone
  sells something to someone else.

Arthur H. Red Motley
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Steps of the Sales Process

• Preparation
• Attention
• Examination
• Prescription
• Conviction Motivation
• Completion and Partnering

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Why Become aProfessional Salesperson?

• Opportunity
• Job Satisfaction
• Helping others
• Money
• Freedom
• Responsibility
• Did I say, Money?

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Annual Income of Salespeopleand Sales Managers
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Inside and Outside Sales

• At a broad level, professional selling can be
  divided into two types
• Inside sales
• Telemarketing
• Retail sales
• Outside sales
• Prospectingfinding potential customers/clients

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B2B and B2C

• Business-to-Business (B2B) Selling
• The salesperson represents a company and sells to
  other companies
• Business-to-Consumer (B2C) Selling
• The salesperson sells directly to the consumer

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Classifications

• Retail selling
• Trade selling
• Missionary selling (Detail selling)
• Technical selling

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Types of SellingA Traditional Look

• Responsive selling
• Creative selling
• Needs-based selling
• Consultative-partner selling
• Problem-solution selling
• Customer-centered selling
• Value-based selling

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Success in Sales

• Successful salespeople possess the following
• Motivation to succeed
• Empathy
• Ego-drive
• Service motivation
• Conscientiousness
• Ego-strength

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Sales ProductivityA Measure of Success

• Sales productivity is the ratio of sales revenues
  to what a salesperson inputs into making those
  sales
• Batting Average Sales/Calls
• How salespeople use their time is critical to
  sales productivity success

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How Salespeople Spend Their Time
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CRM-Customer Relationship Management

• CRM is a strategy and process that utilizes
  technology
• To identify, attract, and retain customers
• To leverage the sales organizations
  relationships with its customers
• The agile salesperson uses CRM technology to
  assist him in managing customer interactions and
  transactions