Chapter 1 - A Career In Professional Selling

MKTG. 377 January 22 & 24, 2013

Assignment for Tuesday, January 22nd

As Chief Executive of the US, President Obama not only serves as our Commander in Chief, but he is also our Salesperson in Chief.

NOT from a political view, but from a salespersons perspective

1. What are some of the products and services, that President Obama is trying to sell during his second term? 2. Who is he selling to - Who are his prospects? 3. What techniques is he using to communicate his messages? 4. How is he communicating those points?

Selling isnt easy

In fact, it could be quite intimidating and scary

Everyone hates getting rejected But with some confidence, the right skill set, the right attitude and experience it gets much easier

Different Types of Selling

LOW

Order-taking Direct Selling Personal Selling

Reactive

MEDIUM

Proactive

HIGH

Relational / Relationship

Low - Reactive: Order Taking

Order Takers Versus Order Getters

Problem: Doesnt require any human interaction for sale to take place

Order takers only:

Order getters are:

respond, react, and suggest

creative, persistent, and build strong relationships

Medium - Proactive: Direct Selling

Direct Sales in US increased by 4.6% in 2011 to almost $30 Billion

MKTG 377 is all about Personal Selling Defined As

Personal selling is the process of seeking out people who have a particular need, assisting them to recognize and define that need, demonstrating to them how a particular service or product fills that need, and persuading them to make a decision to use that service or product.

Its about having the VISION to identify and solve your prospects needs

Personal / Relationship Selling is

A highly respected profession Provides you with the opportunity to make vast amounts of money Gives you a great deal of control over your life and of your time Very entrepreneurial Enables you to keep learning & improving Relatively recession-proof Enables you to build a unique and very powerful, loyal network of friends and associates Selling is rarely boring

CHAPTER 1:

A Career In Professional Selling

What youll learn about today:
1. 2. 3.

4.

5.

Appreciate the role of selling in our economy. Understand the purpose of personal selling. Identify the personal characteristics that are needed for success in a selling career. Recognize the different types of sales jobs and the requirements for success in each. Examine professional selling as a viable career opportunity.

The Value of Salespeople

Salespeople are

SOLUTION PROVIDERS!
Sales professionals demonstrate their value to customers by providing information and helping to solve problems.
Prepared for almost anything and ALWAYS have a PLAN B

Great Salespeople Are Persistent & Dont Let Roadblocks Prevent Them From Succeeding

Sometimes its how the Salesperson approaches the challenge that makes all of the difference whether its Plan B, C or D

Exploring The Value of Salespeople

From 3 Perspectives

For their Clients For their Company For Themselves

Because, when Salespeople do it right Everyones a Winner, Baby Thats the Truth

Everybody Sells

Human relation skills are basic selling skills. Skills are learned and practiced from birth. Everyone has a base upon which to build their selling abilities. Introverts and extroverts are successful in selling.

Well, maybe not ALL Introverts you have to like people to be successful in Sales

Can Any Salesperson Truly Be A Natural?

Salespeople are

made, not born,

and they are made with concentrated attention, repeated practice, and goal oriented direction.

Becoming A Master Salesperson

Become a student of your profession. Selling is a skill that must be honed and practiced. Learn throughout your career.

Get ready to retire! Youre the father of a natural born salesperson!

The Positive Nature of Relationship Selling

Personal attributes required:
Personal Integrity Personality Structure Personal Relationships Personal Abilities Creativity Intelligence Hard Work Dedication

Personal abilities demanded:

In our family, we are ALL Salespeople

Julia wants to invite Griffin to the Sadie Hawkins Formal

Sales Professional with Dog

Sales Professional with Prospect

1 - Julia (Salesperson) is a Cheerleader, Griffin (Prospect) plays Basketball 2 - Prospect likes Basketball Salesperson wants to sell to the Prospect 3 - Sales CREATIVITY - Salesperson customizes Basketball / warming the path towards pleasing the Prospect 4 - As team warms up, knowing team-mate (Center of Influence) tosses Prospect the basketball with the formal invite on it 5 - Prospect believes in the Salesperson and accepts Offer and becomes a Client

If Client ever hurts Salesperson, PARENT COMPANY may have to get involved
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Chapter 1 - A Career In Professional Selling

(continued)

MKTG. 377 January 24, 2013

Importance of Sales Training

Salespeople are most comfortable selling what they understand. Successful companies see sales training as the basis for gaining a competitive advantage. Sales training builds confidence in the sales force and enables them to make superior presentations.

Sales Training is Essential!

Sales training was once considered an expense Today it is a critical investment Major Corporations invest Millions into Sales Training Programs Replacement costs for quality salespeople are sky-high!

 & most importantly, you need to develop a Positive Attitude

GITOMERS LIFETIME FORMULA 1 - Surround yourself with positive things & people 2 - Read and listen to uplifting and positive books, cds, tapes 3 - Say all things in a positive way 4 - BELIEVE that YOU CAN ACHIEVE it 5 - Dont listen to the naysayers, losers, cynics 5.5 - Keep practicing this daily

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Speaking of a positive attitude 2 additional perspectives on

Traditional

Non-Traditional
Regardless of your personal communications style, to be successful in Relationship Selling, we all have to have a LITTLE ENGINE THAT COULD attitude within each of us
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6 Qualities of High Sales Performers

1. 2. 3. 4.

Sell to people Exchange Information Regularly establish trust Provide value added to the customer Be perceived as genuine advocates of prospects needs Know when to close

5.

6.

Characteristics of Successful Salespeople

1. 2. 3. 4. 5. 6. 7. 8. 9.

Enthusiasm & Empathy Goal Directed Ability to ask questions Resourcefulness Administrative ability Initiative Perseverance Pleasant personality Authenticity

Maslows Hierarchy of Personal Needs

To be most effective in Relationship Selling, you need to be higher up the Maslow chart

Rewards of A Sales Career

No set routine Entrepreneurship Personal Satisfaction Variety and Independence Opportunity for Advancement Variety of Prospects Professional salespeople are never unemployed Salespeople have a direct effect on their income and security through their efforts

A Career In Sales Provides Countless Opportunities for Advancement

Effective salespeople are not limited to one career path. Plenty of chances for Movin on Up
Promotion to Sales Management Top Management Positions Entrepreneurial Opportunities Small Business Ownership

Disadvantages of a Sales Career

1. Variable income 2. Long hours 3. Lots of Travel 4. Waking up in cheap motels 5. With your hands in weird places 6. Handling rejection

Jeff Gitomer on the Best Ways to Handle Rejection

NEGATIVE SENSES Fear Nervousness Rejection Procrastination Justification Self-doubt Uncertainty Doom Im UNLUCKY

POSITIVE SENSES Confidence Positive Feelings Anticipation Determination Achievement Winning Success Certainty Sunny Day Ive got GOOD FORTUNE

REMEMBER YOUR PAST SUCCESSES & FOCUS ON THEM

IF YOU GET REJECTED, VIEW IT AS A LEARNING EXPERIENCE, NOT A NEGATIVE ONE
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4 Key Types of Sales Jobs

1. 2. 3. 4.

Trade Selling Missionary Selling Technical Selling New Business Selling

Order takers only:

respond, react, and suggest

Order getters are:

creative, persistent, and build strong relationships

4 Key Types of Sales Jobs

1 - Trade Selling

Increase business from present & potential customers through merchandising & promotional assistance Long-term relationships are important Help customers to sell more product
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4 Key Types of Sales Jobs

2 - Missionary Selling

Largely consists of educating those persons who decide which products the customer will use Example: Drug reps selling to Doctors

3 - Technical Selling

More detailed Specialists (includes Engineers, Scientists) who explain the benefits of a companys products Act more like consultants who analyze

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4 Key Types of Sales Jobs

4 - New Business Selling

New Business Development Finding new customers & persuading them to buy for the first time

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Five Types of Salespeople

1.

Sales engineer Detail salesperson Service salesperson Account representative Industrial products salesperson, non-technical

2.

3.

4.

5.

Sales Job Similarities

The need to understand the prospects problems. The need for appropriate technical and/or product knowledge. The need for self-discipline to execute a sales plan. The ability to translate product features into benefits.

Sales Job Challenges

According to our textbook, on averaged, what percent of time does the typical sales person spend directly in front of their clients?
Allocating sufficient face to face time with prospects is a common problem for most sales professionals

A - 15% B - 30% C - 50% D - 75% 15%

15% 25%

60%

Face Time with Clients Sale Related Activities Administrative Duties / Travel
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MKTG 377 - QUICKIE QUIZ

Which type of Salesperson focuses on performing promotional activities and introducing products to prospects instead of directly soliciting an order?

A - Account Representative B - Detail Salesperson C - Sales Engineer D - Industrial Products Salesperson E - Service Salesperson

Detail Salesperson
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MKTG 377 - QUICKIE QUIZ

What type of Salesperson primarily sells intangibles? Then give some examples of situations that could occur that require their services

A - Account Representative B - Detail Salesperson C - Sales Engineer D - Industrial Products Salesperson E - Service Salesperson

Service Salesperson

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