TUTORIAL 4: SELLING SKILLS

Give 3 selling activities which we would like to perform most.

1. Entertaining

Through entertaining, we can build rapport with our prospects. This is where we engage in social contacts with them. It helps us to relax and relief any tension atmosphere. We find that it is easy to lead and engage in entertaining. By having a smooth and natural conversation starters, the prospects will tend to pay more attention to our presentation and demonstration. If the entertaining activities goes well, the prospect may form a good impression of the salesperson and he/she will be more open to share his/her problems. From there, we can recommend and propose any products or services to solve their problems.

2. The Selling function

We can use various methods in selling our products and services to our prospects. It allows us to be flexible and we can use whichever methods or strategies available to convince our prospects. We are not restricted to a standard procedure and we are allow to improvise from situation to situation. It will pose as an challenge and also, as an advantage to overcome any objections and feel the sense of achievement.

3. Servicing the product

We can always ask our customers any problems or issues they face while using our products or services. Any issues they raise can actually help us in our next personal selling. We are able to know how customers actually handle and use the product so that on our next selling to a prospect, we can makes sure that he/she understand the and will not make the same mistake as the previous customer. Customers can view us as reliable and increase the possibility of repeat purchase from us.

Give 3 selling activities which we want to perform the least.

1. Travelling

Travelling is a waste of time. Singapore may not be a huge country but travelling from example, Jurong East to City Hall, requires approximately an hour by train. It wastes our time by standing and staring into space on train or bus. Especially when a personal selling actually fails and the salesperson went a long distance to meet with the prospect.

2. Training and Recruitment

People tend to believe that salespeople are "heartless". They does hard selling for the sake of receiving incentives or commission. Hence, in their minds, it actually block any sales manager from recruiting them. In addition, for people who do not have the confidence in achieving successful personal selling, it will be difficult to help and develop their skills during training.

3. Servicing the Account

Although it is an essential part of any selling activites, we find it boring and unsatisfying. We would prefer to walk out of the store or office and have the flexibility to meet prospect and engage in personal selling.