CHAPTER 1
INTRODUCTION
TO SELLING
Qualities of High Sales Performers
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Sell to people
Know when to close
Exchange Information
Regularly establish trust
Engage in certain behaviors
Provide value added to the customer
Be perceived as a genuine advocates of
prospects’ needs
THE SALES EDGE - EVERYBODY SELLS
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Human relation skills are basic selling skills.
Skills are learned and practiced from birth.
Everyone has a base upon which to build their selling abilities.
Introverts and extroverts are successful in selling
The Value of Salespeople
Selling keeps products, services and ideas flowing.
Growing corporate competiveness
Sales people are
o Latest sales strategies are essential
solutions providers o Understand your customers problems
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identify customer needs
o Help determine prices of the products their
company sells.
o Inform customers of new products.
o Follow up on the customer once the sale is made.
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Businesses rely on
salespeople for
many functions