Sales 101

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Sales 101

Marketing vs.Sales

We have spent a lot of time on marketing

Marketing: The method of introducing the market to goods and services using mailings,promotions,telemarketing,advertising,etc. We must market continuously. Now it is time to explore sales

Sales: To persuade or influence to a course of action or acceptance of something. Match products and services to specific customers and needs. We must sell continuously.

“Push” (Marketing)

We offer lots of information and “push”it out to anyone who will listen or receive our notices.

1-way dialogue

“Pull”(Selling):

Find out (pull”) what they need,then match offerings?benefits to their needs. 2-way dialogue

Why Do We Need to Sell?

Hunters vs. Gatherers

In today’s world, you must “find” customers Most low-hanging fruit has already been picked. You must be a “hunter”

Characteristics of Successful Sales people

Product Knowledge Honesty

Professionalism Enthusiastic Good Listener

Speaks my langrage Does not waste my time

Understands my business/needs

Others?



Ways to Make Impressions

10 ways to get in front of your customizers

Thank you notes for orders,referrals,continued business Short note about a positive meeting Article from magazine or newspaper Something about their competition Joke,carton,etc.

Product announcement An APICS newsletter

Notice of a seminar that might be of interest Special sale or offer

A reminder of a pending order



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This should be an ongoing effort



Rules to Remember for Success

Establish a positive attitude Believe in yourself

Keep learning how to sell better Sell to help

Establish long-term relationships

Believe in your products and organization Be prepared! Be sincere

Qualify the buyer Look professional Use humor

Sell benefits not features Tell the truth

Don’t put down the competition

Use testimonials

Listen for buying signals Anticipate objections Follow up,follow up

Use the power of persistence

Sell with passion and enthusiasm! Dare to be dumb... Ask questions

If you do not ask,you do not get the order...... ASK FOR THE SALE!!!

What the master Salespeople Say



Idlers do not last long Strive for a specific goal Make them come back

Believe in your product and love it Sell yourself first

Honesty is the best policy

Nothing happens until somebody sells something Pack your todays with effort----and extra effort

Neglected customers never buy; they just fade away People don’t like to be sold----but they love to buy



APICS

American Production & Inventory Control Society

Advancing Productivity, Innovation, and Competitive Success





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