What is Salesmanship?
“Salesmanship
may be defined as the art of presenting the advantage of an offer in a way
which arouses the desire to get it and leads to prompt action.”
“Salesmanship is a mental process to force a buyer. It comes through knowledge of products and human nature.”
“Salesman should know goods, Customer and the salesman himself.”
“Salesmanship is a mental process to force a buyer. It comes through knowledge of products and human nature.”
“Salesman should know goods, Customer and the salesman himself.”
Qualities of a salesman:-
Training and
experience
Read regularly
Reading books,
trade journals
Take lesson from
personal experience
Consulting with the
senior
Reading sales
manual
Meeting and
conferences
Knowledge of
products
Art of speaking
regional and other language
Update knowledge
Knowledge of
potential customers
Aridity to
understand customer’s choice
Create pleasant
atmosphere
Talk in convincing
style to win customer’s confidence
Instill confidence
in customer that you are selling the best product
Pleasing
personality
Well dressed
Utmost honest approach-no
place for dishonest persons in sales
Inculcate heart of
hard working
Be very polite and
courtiers
Science, self
radiant sociable, tactful and diplomatic
Quality to mix
freely with unknown person
Ability to create
new friends/customer
Ability to convince
costumers
To do something
extras ordinary and determination it helps increase in sales
Preparation for the selling talks:-
Do homework;
prepare possible questions and its possible answers.
Talk in logical way
Identity needs of
customers
Festive needs of
customers & than children
Financial assets
and liabilities
Children education
and marriage
Start in life
Explain risk
element- illness accident, unemployment, premature deals
Living too long
beyond retirement
Existing protection
and savings
Quantity needs in
monetary terms and then suggest suitable plan
Priorities the
needs - Young do not need pension plan rather money back/endowment plan.
What makes a good sales person?
Be financial
advisor and friend of customer
Create a list of
the skills and abilities where you have succeeded/ failed
Learn from your
mistakes
Understand your
customer’s buying process
Remove fear,
gloominess and tension
Show kindness,
courage, confidence, honesty, loyalty and look cheerful
Voice should be
very expressive and pleasant
Be accurate, clear
and firm in your talks
Have a keen
observation to sort out the problems and find out a solution
Assist the wavering
customer to take a final decision
Use speculation to encourage
higher sales
Expand your
customer base
Be punctual in
appointment, address customer in friendly way, don’t lose temper say thank you/
good bye while leaving the customer
Be accurate, clear
and firm in your talks
Have a keen
observation to sort out the problems and find out a solution
Assist the wavering
customer to take a final decision
Use speculation to
encourage higher sales
Expand your
customer base
Set your goals to
be achieved
Distribute hand
out/ broachers to clients
Send birthday/ marriage anniversary massage
Talk to 10 to 15
clients everyday
Check in one or two
existing clients each day/ week
Compile updated
list a prospects daily
Use opportunity to
meet new/ old customers when there is a new product
Keep the customer’s
satisfied
“Practice, practice and yet more practice good better best you should never rest till good is better and better is best”
Last but not
least – Please always remember it – “If you are just selling Policies, you are
in the wrong industry”
Hope above
information will help you to become good salesman in Life Insurance. If you
have any suggestion/question regarding Life Insurance you may please mail on –
drajaykrmishra@gmail.com.
1 Comments
good points for any sales person irrespective of thier respective industry.
ReplyDeleteAmit Sinha