“SALES”Results are rewarded Efforts Aren't

BY:- Dhammika Goonewardena24th SEP 2011 @ Hambantota

Who is Not Selling •Every body in this world sells some thing

to one another during their life time.▫At a interview the candidate is selling his

candidature and the interviewer is selling the Company

▫At a negotiating for a new Dealership ▫A lawyer arguing his clients case in the

courts ▫Politician making promises and giving

speeches to get votes

Definition of a Sales Person •Anyone who Sells a Product, Service or an

Idea is a sales Person - by Robert Stevenson

Remember ! •We are always selling either FOR or

AGAINST ourselves.the Walk , Talk ,Dress , Meet

and Greet communicate some thing about us.

overall personality either leaves favorable or unfavorable impression.

What is called as a SALE•Selling is a WIN-WIN or a LOOSE-LOOSE

GAMEWhen a sales is completed we have sold a solution

to some one. He has got rid of one of his pains and got a gain. as well the seller has got the

opportunity to provide a solution and gain his revenue.

Loose- Loose is where either the Seller or the Buyer has not been able to have a gain but lost

their time.

Selling has become a BIGGER Challenge today•More options in the Market•Competition has become sophisticated•Customer awareness through Media•Buyer Beware vs. Seller Beware

▫Today the Customers rely on the sellers trust worthiness, character & competence

Why do People blame the Competition •If there had been no competition how

could any one rate or grade you?

Success in selling really demonstrates the survival of the fittest and remember to think as

Entrepreneurs !

Selling is a learnt profession•Anyone can learn the art of selling and

excel in this great profession. The problem is not that people can not learn the Art but, the reality is they lack the attitude to learn.

Important!•Selling is more a matter of WILL than the

SKILL, remember we need both !

•An elite sales professional is like a race horse with the winners edge and the athlete who wins by a fraction of a second, but is rewarded 10 times more.

•Winners Compete against themselves they better their records constantly

Important as leaders•Some times in LIFE you’ve got to be

UNKIND to be KIND!

Principles of selling and its process.•Commitment •Focus on Goals•Acquiring competencies•Creating and following a selling system•Organized effort•Giving and getting respect•Learning

Are Sales People Born or Made•Mistaken belief is that one needs NO

qualification or talent to make a success in the profession of Selling, Selling Skills are acquired even by great professionals . NONE of US are BORN WITH THEM

Attitude determines success•Ability teaches us how to DO.•Motivation decides why we DO•Attitude determines how well we DO

E.g. Vacuum Cleaner Salesman in a snowstorm

Successful Sales Person Vs. Mediocre

•Determining 03 important attributes

▫Attitude –Mental Toughness▫Ambition- Burning Desire for Goals▫Action – Translating imagination into

realities or into profits.

Unprofessional Sales People

Average Sales Person Exceptional Sales Professional

Money Driven Company Driven Good will & Customer Driven

Selfish Self -Interest Mutual Interest

Doesn’t do the Right thing

Does the right thing for the wrong reason

Does the right thing for the Right reason

Attributes Success to luck

Takes full credit for the success

Takes Credit and Gives Credit to those behind the scenes

Does as little as he can get by with

Tries to only stay on right side of the law

Does work Ethically

Big EGO driven Prestige Driven Performance driven

Wants to make money Want to make sales Wants to make customers.

KEY for SUCCESS

•Discipline Discipline is doing what ought to be

done, when it’s ought to be done, WHETHER YOU LIKE IT OR NOT!

Formula for success – 6 C’s•Character – Makes Ethics a Way of Life•Courage – To Continue Despite Setbacks •Conviction – belief in his Products,

Profession & Organization•Clarity – Clear Goals and Purpose of Life•Competence – has the Skill and the WILL•Communication – Persuasion skills and

Ability to Convince

Personality •To create a positive impact as sales

people we need a pleasing personality. A pleasing personality is a composite of Overall BEHAVIOUR,APPEARANCE,VERBAL & NON VERBAL COMMUNICATION, DRESSING,GROOMING,ETIQUETTES AND MANNERS

Personality • the first impression we give to the people

could either be positive or negative and the customers feel comfortable or uncomfortable to deal with accordingly.

•“ we never get a second chance to create the first impression. And it is earned or lost within the first 30 sec.”

Qualities of a Good Professional •Confidence with out arrogance•Friendliness without being over friendly •Expertise with out the I know it all

Attitude.

Selling is a rejection business•Success is not measured by how high we

go up in life, but how many times we bounce back after we fall down!

•With the same product and under the same circumstances there are some people break records while others break them selves.

FINALLY !Star an Action plan for your life •With what you want to Achieve• How you expect to Achieve•When you plan to Achieve

•Success has no HARD and FAST rules. It has only HARD and HARD ONES.