SALESMANSHIP CAN BE LEARNED


Robert Louis ...
... Scottish novelist ...
lives by selling ... whatever be his right to it"If you are looking for a job, you have to show a sort of ...
get 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 salesmanshipto get the job you want to get. An author has to do a sort of selling toconvince a publisher to publish his work.
So salesmanship is notconfinedto actual selling of products.Selling is an art that you can learn if you make serious efforts. Workat it andsalesmanship will work for you.
It will make your customers to like you,trustyou and give preference to you in all their dealings. You just keep ontryingand learning the art of selling irrespective of the results.
There is nosuch thingas 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 willdrown.
So is the case with selling. Many people fail because they expectto succeedin 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 itto expect moreor less 900 to 950 people out of 1000 to say NO and you won't be hurt.You just keepon liking all your prospects even those who say NO. But from everycontact you learnsomething new if you keep your eyes and ears open.
You hurt yourselfonly by your ownfeeling of remorse and regret. Even the best of the salesmen averagesuccess rate of hardly10% of the people contacted.Selecting and finding people whom you can sell is called Prospecting.The success orfailure in sales depends a lot the way you do your prospecting.Maintaining a diary,seeking appointment and obtaining introductions or referrals must a partof daily routine.Integrity of the salesman and his willingness to provide after salesservice and to work outa solution best suited to his client and his interests are among thecommon denominators ofhighly successful sales and marketing executives and other personnel.Planning and setting goals & targets are stepping stones for the saleswork'In sales your goals must be out of reach but not of out of sight.' BenFeldmanthe greatest life insurance salesman who made millions just by sellinglife insurancestated this.
He pursued the goals that were not achievable without extraordinaryefforts. But he never set the goals that were foolishly high.
He kept onreviewinghis progress and goals. He believed that that you goals must not onlyfor yourbusiness, but also for family as well as social and cultural life.It is said that in sales your Altitude depends on your Attitude.
This isquitecorrect. Somebody coined a phrase "KASH FORMULA for success in selling and defined it as follows:1.
K for knowledge of the product and familiarity with the basicprinciples ofselling and marketing techniques.2. A for attitude.
Perseverance and positive approach.3. S for skills.
Mastering presentation techniques, polishing up salestalk and usingpsychological appeal.4. H for habits.
Punctuality and prospecting, obtaining leads andreferencesHere’s the rule for bargains: "Do other men, for they would do you."That’s the truebusiness precept. _Charles Dickens (1812–70),English novelist.
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