LIBA TRAINING PPT APPROVAL PAGE

1. LIBA TRAINING PPT APPROVAL PAGE • Reviewed by： • Approved by： • Date： Notice: This training PPT is used for Longrich internal training only, it is prohibited to be modified without authorization. If you want to modify it accordingly, please get the permission from Longrich Direct Selling International Training Department in advance, otherwise, any consequences and responsibilities caused by modifying must be borne by the modifier, instead of by Longrich. Longrich reserves the rights for any further explanation.

2. THE ART OF SALESMANSHIP Presented by LIBA Feb, 2017 V2.0

3. “ Best way to sell something: DON’T SELL ANYTHING. Earn the awareness, respect and trust of those who might buy.”

4. The Art of SALESMANSHIP • In this training, we are about to discover ways on how to be an effective SALESMAN. This will help us master our skills, ability and knowledge of how to close a sale. • This module includes basic knowledge of being a sales person, key points to remember when doing a sale and customer related skills for more effective salesman-client relation.

5. WHAT IS SALESMANSHIP? • It is also an art of persuading one to spent money • Art of persuading someone to buy good or products that will give him a lasting satisfaction BUT WHAT IS SALESMANSHIP REALLY IS?????

6. WHAT IS SALESMANSHIP? • sales·man·ship noun \-ˌship\: the skill of persuading people to buy things or to accept or agree to something • Full Definition of SALESMANSHIP 1:  The skill or art of selling 2:  Ability or effectiveness in selling or in presenting persuasively 

7. SALESMANSHIP • Art of helping your prospects or customer achieve their goal. • Art of solving CUSTOMER’s Problem • Art of converting human wants into needs by persuading and not compulsion IT IS AN ART OF INLFUENCING OTHERS

8. SO HOW CAN I BE AN EFFECTIVE SALESMAN? S Support the client’s need. A Adjust to their need. L Love their objection. E Excite them with your answer. S Serve them your solution (PRODUCT/Service) M Make a Strong Rapport/Relationship A Aim for the best solution/answer to their needs N NEVER! See them as “MONEY”

9. Qualities of a Great Salesperson

10. How many of you are planning a career in sales (show of hands)? • Anything less then a 100% show of hands is not acceptable… • NOW WHY DO I SAY THAT?

11. We usually think of SELLING PRODUCTS, SERVICESOR BOTH

12. But what about.. Selling Yourself

13. Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”.

14. Why are some salespeople so successful? • They sell the product people want. • They convince people they want the product they have to sell. • 80% of Sales success is psychological. • Top salespeople are OPTIMISTS. They have a positive mental attitude.

15. Qualities of Top Salespeople

16. 1. They are Focused & Driven • Successful sales people work hard. Most people want to be successful but they aren’t prepared to work hard to achieve it. Sales superstars don’ t wait for business to come to them; they go after it. They have a sense of urgency and a need to accomplish the task at hand. They doesn’t get sidetracked and knows the final destination.

17. 2. They are Outgoing &Enthusiastic • Successful sales people areenthusiastic. They are always in a positive mood - even during difficult times - and their enthusiasm is contagious. They seldom talk poorly of the company or the business. When faced with unpleasant or negative situations, they choose to focus on the positive elements instead of allowing themselves to be dragged down. Projects a great first impression and is energized by social interactions.

18. 3. They are Relational • Successful sales people keep in touch with their clients. They know that constant contact helps keep clients so they use a variety of approaches to accomplish this. They are constantly on the lookout for new and creative ways to keep their name with their clients. Cares about the person, not just the sale; effectively identifies customer needs.

19. 4. They Listen and Ask quality questions. • Great sales people ask quality questions. They know that the most effective way to present their product or service is to uncover their customer's goals, objectives, concerns and hesitations. Successful sales people listen. Most sales people will ask a question then give their customer the answer, or continue to talk afterwards instead of waiting for their response. They ask questions and listen carefully to the responses, often taking notes and summarizing their understanding of the customers' comments.

20. 5. They are They are ambitious. • They have a strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc. Successful sales people are avid goal setters. They know what they want to accomplish and they plan their approach. They make sure their goals are specific, motivational, achievable yet challenging, relevant to their personal situation, and time-framed. They visualize their target,determine how they will achieve their goal, and take action on a daily basis.

21. 6. They are courageous. Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears.

22. 7. They are committed. • Caring is the key element in successful selling. They take responsibility for their results. They do not blame internal problems, the economy, tough competitors, or anything else if they fail to meet their sales quotas. They know that their actions alone will determine their results and they do what is necessary.

23. 8. They engage in continuous learning. • Companies are investing more than ever into their sales team training. We see the value in a new way of training sales teams – and doing it more effectively with less of a cost burden on businesses. Easy access to and integration of a wide range of media resources and it isfast and cost-effective course development

24. 9. They are prepared A professional sales person prepares ahead of time. They prepare their sales plan, sales goals, and even themselves for their presentation. They usually do research about their clients/market and plan their approach.

25. 10. They Are Confident • First and foremost, the very first thing you need in sales and negotiations is your self-confidence. Creating confidence in sales at the top level is going to be done over a couple of years. This is not merely a fly by night kind of thing that you must be doing to fill in time. Success is something that needs to be created. So get into a market that you have a passion for.

26. I AM CONFIDENT……

27. So you want to be successful at selling?

28. Master the SKILLS of a sales person… • Persuasion • Negotiation • Influence • Assertiveness • Planning and Organization • Presentation • Observation

29. Persuasion, Negotiation and Influence • In business, persuasion is a process aimed at changing a person's (or a group's) attitude or behavior toward some event, idea, object, or other person(s). Good sales skills include anticipating and dealing with any reasons the customer may choose not to buy, known in sales terms as 'objections'.

30. Assertiveness • the quality of being self-assured and confident without being aggressive. Anticipate objections. Pay close attention to your customers reactions. Facial expressions and body language can be a big "tell" in the customer's attitude.

31. Planning & Organization • Planning and organizing your workday keeps you on task and reduces idle time at the office. Your planning and organizational tools provide direction for your work efforts, allowing you to complete the most pressing tasks first. Learning to prioritize your work responsibilities and use efficient time-management skills enhances your planning and organizational efforts.

32. Presentation • Presentation skills can make or break a deal. If you’re in front of an group of people, not only do you have to sell your product or service, you have to sell yourself. The great thing about this is that, it not only for sales but virtually every type of situation where you have to persuade people to invest in your product, position, or belief. Make it count.

33. Observation • when you first meet someone (especially someone who’s important to your success), note how they behave.  Are they loud or soft?  fast-paced or slower? Immediately friendly or more reserved? Learn how to deal with different kind of clients.

34. Tips on becoming an EFFECTIVE SALESMAN

35. HOW TO BE AN EFFECTIVE SALESMAN MONEY COMMISSIONS INCENTIVES • Being a salesman involves facing so many challenges. You get to meet a lot of people of diverse characters. Some prospects may be friendly, but others would shoo you away. Furthermore, being a salesperson means you have to work long hours. There is also a high turnover in the sales industry. Nevertheless, if you are hardworking and truly dedicated, being in sales would make you earn more….

36. Believe in your product.  For you to be able to sell in confidence, you must first have faith that the product you are selling will really benefit your buyer. You also ought to have good product knowledge, so you could answer all your prospects’ questions.

37. Prepare your sales plan. Write your sales objectives for the week; include number of phone calls or emails you have to send daily. Make a sales journal. Forecast how much sales you would want to close weekly, then monthly.

38. Target the right buyer. You must do your research, to find out who makes the purchasing decisions in the company. Your effort would prove futile if you fail to pinpoint who the real buyers are in the company.

39. Know your competitor. Study your competitors’ products, and look for advantages you may offer over it.

40. Go where the buyers are. If your prospects are doctors, then go to the hospitals; if you wish to sell to teachers, then go to different schools. Some even join expensive golf clubs which their potential clients patronize. Go where your target customers are likely to be found.

41. Pay attention to your prospect. Probe your potential client. He might be able to verbalize some concerns you may be able to address. Listen carefully, and pay close attention to details.

42. Present some humor. Some of your prospects may be tired of the customary sales pitch. If you make him laugh, he is more likely to look forward to your next meeting. Make sure you do not bore your customers. Prepare funny stories, but be wary of delivering them at the right time.

43. Be polite. Show you are well mannered and always respectful, no matter how bad the situation is.

44. Make your presentation short and simple. Avoid using terminologies and jargons that the buyer might not understand. The simpler the presentation, the better.

45. Watch for buying signals. If the prospect nods, smiles, or agrees to use your free samples, consider these as indications of interest to purchase your products. Always be ready to close the sale by having your sales contract on hand.

46. Ask for the sale. Both your prospect and your time are important. Be direct to the point. If the buyer mentioned being interested, seal the deal with a contract.

47. Ask for referrals. Your existing customers may suggest to you new contacts. If your buyer has a good relationship with you, or has a good buying experience with your company, chances are, you will get referrals from him. You may also ask your client if you can mention his company in your website or include him in your portfolio of existing clients.

48. Have a positive attitude. You may not be successful this time, but there is always a next time. A good salesperson never gives up. The next sale may be yours, and may just be waiting around the corner.

49. Know when to let go. Do your best in order to close the sale. However, if every measure was already exhausted to no avail, then this customer might not be worth your time and effort. Look for other prospects, and focus your energy where you have better chances.

50. AFTER SALES KEY POINTS: • Conduct follow ups every after sales. • Assess yourself. • Always ask for CLIENT’S feedback. • Make sure you maintain stable communication with your clients.