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Communicating Effectively in the Workplace
Ineffective communication is a major, yet avoidable, obstacle to business productivity. And yes, it can be avoided. Given the will, the bleakest of situations can be turned around for the better. Management must face squarely the challenge of...
Customer Relationship Management
Changing consumer attitudes are driving Customer Relationship
Management. Fuelled by Internet induced expectations and an even
increasing mood of self reliance among customers, companies have
to compete in an environment where communication,...
How To Start, Survive, and Finish Your Journey To Super Success
"The more you hate, the more you love." What an ironic statement. Whoever said those words must have been drunk. The bottom line is this: It is extremely difficult to like or love something that you despise. But what can we do to solve this...
Is a Home Business Right For You?
Every morning as people wake up and make the commute to work, many dream of the day when they will finally work for themselves. Every time the boss lets someone know that they must give up their weekend plans for the good of the company, people...
The Key Ingredients for Internet Success
The Internet has opened a whole New World of opportunity for even the smallest home-based business owner. There are countless numbers of new self-made millionaires that achieved their newfound success on the Internet. These new millionaires are...
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SALESMANSHIP CAN BE LEARNED
Robert Louis Stevenson (1850–94), Scottish novelist said, ""Everyone lives by selling something, whatever be his right to it" If you are looking for a job, you have to show a sort of salesmanship to get the job you want to get. An author has to do a sort of selling to
convince a publisher to publish his work. So salesmanship is not confined to actual selling of products.
Selling is an art that you can learn if you make serious efforts. Work at it and salesmanship will work for you. It will make your customers to like you, trust you and give preference to you in all their dealings. You just keep on trying and learning the art of selling irrespective of the results. There is no such thing as a born salesman. You can learn salesmanship by training, observing, practicing and studying.
What is common in salesmanship and swimming? If you do not know swimming and try to cross a deep river by swimming, you will drown. So is the case with selling. Many people fail because they expect to succeed in sales without learning.
It is a part of the game of the salesmanship to hear and digest 'NO' with a smile. A salesman must get rid of the fear of rejection. The best way to do it to expect more or less 900 to 950 people out of 1000 to say NO and you won't be hurt. You just keep on liking all your prospects even those who say NO. But from every contact you learn something new if you keep your eyes and ears open. You hurt yourself only by your own feeling of remorse and regret. Even the best of the salesmen average success rate of hardly 10% of the people contacted.
Selecting and finding people whom you can sell is called Prospecting. The success or failure in sales depends a lot the way you do your prospecting. Maintaining a diary, seeking appointment and obtaining introductions or referrals must a part of daily routine.
Integrity of
the salesman and his willingness to provide after sales service and to work out a solution best suited to his client and his interests are among the common denominators of highly successful sales and marketing executives and other personnel.
Planning and setting goals & targets are stepping stones for the sales work 'In sales your goals must be out of reach but not of out of sight.' Ben Feldman the greatest life insurance salesman who made millions just by selling life insurance stated this. He pursued the goals that were not achievable without extra ordinary efforts. But he never set the goals that were foolishly high. He kept on reviewing his progress and goals. He believed that that you goals must not only for your business, but also for family as well as social and cultural life.
It is said that in sales your Altitude depends on your Attitude. This is quite correct. Somebody coined a phrase "KASH FORMULA for success in selling a
nd defined it as follows:
1. K for knowledge of the product and familiarity with the basic principles of selling and marketing techniques. 2. A for attitude. Perseverance and positive approach. 3. S for skills. Mastering presentation techniques, polishing up sales talk and using psychological appeal. 4. H for habits. Punctuality and prospecting, obtaining leads and references
Here’s the rule for bargains: "Do other men, for they would do you." That’s the true business precept. _Charles Dickens (1812–70), English novelist.
About the Author
Shah N. Khan has over 20 years experience in marketing and supervising life insurance sales force besides underwriting and advertising. He is now editing a weekly ezine Fraternity Briefs Online http://www.yahoogroups/group/fraternity2 He also works as Internet Marketing Consultants and helps his two sons in their web designing business. http://www.shah.khan.as
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