1. Selling to Individuals

2. 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

3. 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

4. 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.

5. 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

6. 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

7. 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.

8. 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.

9. 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