|
|
8 Tips for working from home
1. The biggest obstacle - YOU! Yes, you read correctly - it's you! Now that you are your own boss, the only attitude you can control is your own. You have to project a positive attitude whether you are face to face, on the telephone or on the...
Effective or Irritating: Pop Window Ads in Internet Marketing
A few years ago, pop-up windows were all the rage in Internet
marketing. It seemed that every time one opened a web page they
would be bombarded with offers for this or that. It had gotten
to the point where surfing the Internet was almost like...
Five Habits of Highly Effective Conflict Resolvers
FIVE HABITS OF HIGHLY EFFECTIVE CONFLICT RESOLVERS By Dina Beach Lynch, Esq. Steven Covey had the right idea. There are discreet skills and attitudes, habits if you will, that can elevate your conflict practice to a new level. This article shares...
Leading with Emotional Intelligence
Executives with a strong Emotional Quotient (EQ),as well as a strong Intelligence Quotient (IQ), are quickly becoming the leaders who ultimately make the best decisions and lead the most satisfying lives. These ten practical techniques will support...
Strategies of Successful Market Offers
Strategies of Successful Market Offers copyright 2002 Pavel Lenshin USP According to economic theories we live in the world of monopoly competition. That term shouldn't confuse you, as the meaning behind implies competition between many small or...
|
|
|
|
|
|
|
|
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
|
|
|
|
|
|