Selling to Individuals

REDEFINE YOUR BUSINESS Selling of a product sells books sells batteries sells insurance sells chairs Selling of a concept sells knowledge sells light and music sells long term security sells comfort and elegance

THE PIONEERING ROLE OF SALES dynamic environment changing customer needs newer market segments newer product applications taking risks; to create new business opportunities safeguarding turf

ENTHUSIASM AND DETERMINATION Enthusiasm is a prerequisite for excellence and quality. Enthusiasm is both the result and cause for success. Enthusiasm brings in determination, the will to succeed. Success brings on further enthusiasm.

Enthusiasm in sales is demonstrated by Readiness to face and solve problems hard physical and mental work turning disadvantages to advantages being prepared to meet the difficult customer realising that successes are achieved by achieving small successful steps

Enthusiasm in sales is demonstrated by Going beyond the normal calls of duty high quality of work not being discouraged by disappointments and failures being realistic and practical

Giving the Customer Importance He is special and so are his needs He is respected and will not be cheated and put into difficulties regarding operation and maintenance of the product he buys He is not left alone. He is sought after. He is chased. His voice and his veto is given importance.

Communicating to a Customer The customer is an equal The customer is interested in solving his problems The customer is looking for benefits. Benefits must outweigh the costs (price). There must be value addition. Otherwise we have a dissatisfied customer.

Communicating to a Customer The salesman must make the communication interesting and attractive by arousing curiosity, being enthusiastic, listening to the customer and handling objections sales men must identify real wants from stated wants, real problems from the apparent problem