39 Tips for Better Salesmanship

1. Plan the sales call. Don't just drop

in. Have a reason for being there.
2. Know the product. The salesman
who knows his product never has to
misinterpret the thing he has to sell.
3. Have faith in the performance of
the product. The more you know the
product, the more conviction you have
in selling.
4. Make a schedule of your calls in the
convenience of your prospects and
customers. But first know what their
habits are. Dont delay an early call
just because you think it is convenient
for customers.
5. Sell the benefit of the product
not the gimmick. Know what the
product will do for the prospect tell
him conveniently what it will do for
him and it will become a customer.
6. If you are selling a tangible
product, demonstrate it.
7. Don't overlook the chance to use
the case histories.
8. Know who influences the sale.
9. Look on each sale objection as a
sales opportunity.
10. Don't be afraid to break traditions.
11. Always be on the search for the
new outlets and new fields.
12. Close. This is the prime, No 1, 4-
extra rules of selling. Yet you'd be
surprised how many salesmen never
quite get around of closing the sale.
13. Know when to close. Don't stop
your talk too soon. Don't carry it on
too long.
14. Often the follow-up is more
important than the original call.
15. Don't stop your sales talk too soon.
Make sure every point of importance
to the particular prospect has been
covered.
16. Practice your sales story from the
approach to the signed application.
17. Work out on good selling plan.
18. If your company gives you aids, use
them.
19. Sell your product from the
prospect's side of the fence. Study
his problem. The only way you can
solve your own sales problem is by
helping him solve.
20. Quality is still tops when it comes
to looking for sales argument.
21. Don't let the prospect get your
goal.
22. Don't be softy. The voice with the
smile wins but at the back of that
smile must be a purpose and
conviction.
23. Remember, there is no such thing
as closed door to the sale.
24. Talk to customer's language.
25. Adapt your sales approach to the
customer.
26. Patience, persistence, and
enthusiasm are three character
ingredients, for which the salesman
can find no substitute.
27. Get to know the habits of your
customer.
28. Put the product in the hand of your
prospect if possible.
29. Don't be afraid to set a definite
goal for yourself.
30. Always smooth your road with
proper preparation.
31. Watch your health. A sick salesman
cannot be a successful salesman.
32. Don't overlook the pride of
ownership as the sales angle.
33. Always disposed of the sales
objection.
34. Don't underestimate the moral and
ethical principles of your customers.
35. Don't hesitate to use your
satisfied customer to help you make
sales.
36. Protect your customers from over
buying.
37. Make the customer feel that you
are a helper rather than an
antagonist.
38. Don't overlook the little extras.
Often a simple favor did outside the
regular line builds a permanent
friendship that makes a permanent
customer.
39. Finally, don't duck the hard sale.
Every successful salesman will tell you
he learned more from the tough ones
than he did the easy ones. The path to
sales success is not the line of least
resistance.

Jan Nikko Tadeo

BSBA-MM 2-2S

Prof. Merla G. Villanueva