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Managing the Sales Negotiation Process
How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." "You will have to make an exception to your policy if you want our business." "I know that you...
Part 3 of 5 - How "Pipe Dreams" Can Become Realities!
DO YOU HAVE THE POTENTIAL? Within you is the power to accomplish anything you want. But it will not happen if you are not tuned into your true desires. Don't fool yourself into compromising for less than a complete goal. If you want to be an...
Team Building Part 2 - Honesty is the Key!
Team Building part 2 - Honesty is the Key ! The second in a series of 2 articles giving a slightly different viewpoint on effective team building, condensed from an original seminar presented by the author, John Roberts. John is a Freelance...
What is Network Marketing? Is it For Me?
We have all heard the hype! “Make a million dollars over night in Network Marketing”. The fact of the matter is, you can make a million dollars in Network Marketing! Once you have developed two principals or habits and make them a part of your...
Why Write?
There are lots of reasons for writing generally, and for writing how-to manuals specifically. Some people write because they are passionate about their subject. They have to write. They couldn’t be happy if they weren’t writing. While I love the...
 
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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Waterhouse Group - Sales Training Programs: Consultative, Value ...
Sales Training and Consulting by Waterhouse Group - Your solution for Consultative Selling and the Complex Sale. Customized sales training courses and ...
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Sales training courses, sales consultancy and sales related products.
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Professional Sales Training Courses & Sales Coaching Programs ...
Need a sales training course or professional sales coaching program to improve your sales and thicken your skin? Industrial Ego Sales offers help for sales ...
www.industrialego.com
 
Sandler Sales Institute;Sandler Selling System:sales training ...
Provides sales management training and program. Offers international and domestic franchise for sales training, coaching, and sales management techniques.
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Sales Management Training - Selling Seminars - Reinforcement & ROI ...
Sales management and sales training programs focused on creating a lasting return on your investment, not just a temporary increase in sales.
www.brooksgroup.com
 
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For 94 years, business professionals have turned to Dale Carnegie's powerful books and winning interactive seminars to help them reach new levels of ...
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Sales Training
We always have things to learn when it comes to sales and marketing. You'll find the best sales tips and advice in this resource of valuable information ...
marketing.about.com
 
Sales Training, Sales Management Training, Corporate Sales Training
Sales Training - Sales Management Training - Selling Skills Certification Programs. Follow a proven sales management process based on research of over ...
www.thesalesboard.com
 
Miller Heiman Sales Training: The Sales Performance Company
Sales training, process and strategy for outstanding performance. For nearly 30 years, Miller Heiman has helped thousands of companies, their salespeople, ...
www.millerheiman.com
 
Sales Training Camp offers sales training and sales coaching ...
Slife Sales Training, Inc. brings the top sales training to you at a reasonable price through sales seminars, keynote speakers, a free Sales Tip of the Week ...
www.salestrainingcamp.com
 
Sales Training, Sales Consulting & Sales Seminars
Sales training with Perpetual Development is intense with a focus on results - Sales training consultants offer a variety of sales consulting delivery ...
www.perpetualdevelopment.com
 
Sales Training America: Corporate Training Seminars and Custom ...
Offers sales training seminars across the US. Other training seminars include leadership training, management training, customer service training, ...
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Sales Training, Telephone Sales Training, Sales Management Training
Sales Training through public courses, also on-line sales training, sales recruitment, psychometric testing available, telephone sales training with ...
www.salesxcellence.co.uk
 
sales training and business development - free online sales help
Provides sales training and management courses, covering presentation skills, public speaking and negotiation techniques. Offers range of free reports and ...
www.salessense.co.uk
 
Sales training: choosing the right course/seminar
Practical advice on how to choose a good sales training course.
www.teamtechnology.co.uk
 
Sales Training International Ltd - Sales Training, Management ...
Providers of bespoke sales training courses, covering subjects from human resources to leadership and selling skills.
www.salestrainingintl.com
 
Sales Training Home Page: Sales and Sales Management Training Firm ...
CPSA offers acclaimed sales training and sales management training workshops and seminars throughout Canada.
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Sales Lead Generation Seminars and Sales Training Courses
Sales Lead Generation Seminars and Sales Training Courses showing how to write compelling prospecting letters, create a dynamic sales presentations, ...
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