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Famous Five P’s Successful Selling -2ND GROUP

1. PRODUCT: The salesman must have a thorough knowledge of this product. Determine if the product will solve the
problems of the prospect and eventually satisfy their needs and wants. Convince your prospect that you have a strong
competitive product.

2. PERSONALITY: Adapt yourself to different personalities you meet. The salesman is the mirror of his company, so he
must possess a personality that will have a strong appeal to the consumers. Make your customers believe that you are the
man from whom they want to buy.

3. PERSEVERANCE: Selling starts when the customer says “NO” It is like when the girl you are courting says ‘NO’.
There is still actually some hope.

Under ordinary circumstances when the salesman receives a ‘NO’ answer, he will just close his brief case and
heads for the door hoping that the prospect might call him to sit down, which they usually do. This is what we call the
pakipot strategy. But if they do not, You just tell your prospects like this. “You know folks it really doesn’t make too
much difference to me whether you buy from me or not, but this is something you should do someday for each other, isn’t
that right?

4. PROSPECT: Get acquainted, with your prospect and don’t waste your time with “China eggs”. Go on to the next one.
Never judge your buyers by his personal appearance or his home.

Develop a habit of watching the buyers’ physical movements. Yawns or other signs of boredom or impatience
mean that you are not talking on the same level. You are not talking his “Language”.

5. PICTURESQUE PRESENTATION: Use your imagination while ‘you are trying to describe something to clients,
Whether the sales representative is selling a tangible or an intangible product he must impart a mental picture of the
product as it exists in reality. He must communicate with the prospect in such a way that the prospect will be able to see
himself enjoying or benefiting from the use of the product or idea the sales representative is offering.

Manner that a Salesman Ought to Observe- 1ST GROUP

1. LOOK PLEASANT AND NEAT: Wear that smile always. Smiles win friends and develop confidence. Smile when
you greet your customer. Your confidence, Maturity, a degree of enthusiasm will help her decide to buy.

Hair must be neatly combed. Personal grooming is important to a salesman. No one likes to buy from a person
who has dirty hands, face, or teeth, or one who smells of body perspiration or of certain food consumed.
Moreover, the well-groomed salesman has the feeling of vitality and renewed energy, thus preparing him for a
day’s hard work.

The term ‘Grooming’ often refers to the care of the face, hair and hands. It actually involves more than merely
keeping them clean. The salesman who begins his day’s work without shaving might as well throw his order blanks into
the waste basket for the chances are altogether against his using them. The salesgirl who uses excessive cosmetics will
surely attract the attention of consumers, but their attention is focused on not to what she is selling. Unkempt hair is
regarded as a sign of extreme carelessness.

2. WEAR SIMPLE CLOTHES: Dressing up for business does not require expensive clothes, perfect tailoring, or latest
fashion. As a matter of fact, good taste refers to simple clothes and should be looked upon as something that will enhance
the appearance of a person rather than as existing for itself alone.

In big department stores, casual wear on the part of the salesman is out of place. Extreme fashions and fads are
likewise not advisable to a salesman in a retail store. Being well dressed requires:

a. Wearing clothes that are in good repair. This means that there must be no missing buttons, no ripped seams, no frayed
collars or cuffs, and no run-down heels.

b. Wearing clothes that are clean and well pressed. There must be no grease spots, No soiled collars or cuffs, no baggy
knees in trousers, no baggy elbows in coats, no dirty shoes and soiled handkerchiefs.

c. Wearing clothes that are conservative and appropriate. The salesman should use extreme care in the selection of
clothing. As a rule, man must refrain wearing bold stripes and extreme cuts. Expensive clothes are not necessary. To be
safe, wear a barong.

3. GOOD VOICE AND DICTION: It is of paramount importance that the salesman cultivates good diction. An effective
voice commands attention. The salesman must not forget that it is not only what he says but how he says that enables him
to receive the attention he desires. Proper use of the voice displays different characteristics of emotional states like; poise
in the use of the voice will reflect relaxation; modulated voice reflects understanding, and a voice that speaks with
assurance reflects confidence in what is being said. Obviously, the voice is better index to one’s feelings than facial
muscles are.

According to J.W. WINGATE, Fundamentals of selling, a salesman must observe the following principles:

a. SPEAK DISTINCTLY: The voice should be clear and crisp. The lips should move freely in order to make each other
syllable clear. Unnecessary sounds and noises such as “ere” and “wh” must be avoided. On the other hand, syllables
should not be omitted or words run together. Say, “What did you say?” Not “Whaja say?’

b. SPEAK WITH MODERATE SPEED: If words are spoken too rapidly, the customer will not be able to grasp what is
said. If words are spoken too, slowly, other ideas may creep, and he may ‘lose the drift’ of what salesman is saying.

c. Speak reasonably loud: The voice must be heard. A great deal of selling has to be done in noisy places where soft
voice will not carry the message. On the other hand, an excessively loud voice takes te attention of the customer from the
sales message.

d. EPHASIZE KEY WORDS AND PHRASES: The salesman emphasizes key words and phrases by raising his voice,
or by occasionally speaking very softly, or pausing before or after important words and phrases.

e.VARY THE PITCH: A voice that is all in the same pitch is monotonous. It gives an impression of lack of interest on
the part of the seller and may result in loss of interest on the part of the customer. If the voice is continually high-pitched,
it may irritate the customer and may result in his trying to get away from it.
f. SPEAK IN A CONVERSATIONAL TONE: To create confidence, the voice must be easy and friendly. The sales talk
must not sound like an oration or a “canned” speech.

g. SPEAK SINCERELY: Finally, the voice should give the impression that the salesman really means what he says.

4. HAVE A FIRM HANDSHAKE: It should not be bone-crushing or the “wet rag” kind.

5. AVOID TAPPING THE DESK WITH THE FINGERS OR A PENCIL.

6. BUTTONING AND UNBOTTONING ONE’S COAT, AND ANNOYING PHYSICAL MOVEMENTS SUCH AS
CROSSING AND UNCROSSING ONE’S LEGS OR NERVOUS TAPPING ON THE FLOOR WITH ONE’S FOOT.

7. AVOID THE REPITITIONS OF SUCH PHRASES AS “SEE WHAT I MEAN” AND “YOU KNOW” OR
STARTING EVERY SENTENCE WITH “NOW” OR “AND”

8. REMEMBER THE NAMES AND SURNAMES OF INDIVIDUALS YOU DEAL WITH. IF YOU ARE CARELESS
IN THIS MATTER THEN PEOPLE NOW WILL SUSPECT THAT THEY ARENT IMPORTANT TO YOU, EXCEPT
OF EHAT YOU GET OUT OF THEM.

9. DO NOT ARGUE WITH THE CUSTOMER: You will never win an argument with a customer. They are considered
the “king”. What ever will be the outcome, customers are always right.
10. AVOID STEPPING ON SENTENCES: This is an immature behavior that a salesman ought to take note. It is considered a communication killer. This happens
when a salesman finishes his line. He interrupts the prospects and dominates the whole conversation. Prospects are usually irritated and chances are it may cause the
prospect to withdraw the welcome mat, both physically and mentally.

Make the prospect the hero of the play, make him feel that he is up on the pedestal. Encourage him to talk about himself, his business, his problems, his aims,
his desires. Keep yourself in the background as much as possible. While he is talking – you listen.

TABLE 1. -3RD GROUP

BEHAVIORAL PATTERNS OF INFERIOR AND SUPERIOR SALESMEN

INFERIOR SALESMEN SUPERIOR SALESMEN

1. Holds regular sales meetings with 1. Holds regular sales meetings.

His salesmen.

2. Makes sales calls with salesmen. 2. Makes sales calls with salesmen’s.

3. Makes forecasts of future personnel 3. Makes forecast of personnel requirements in his distinct.

Requirements in his distinct.

4. Makes sales forecast for his distinct 4. Makes sales forecast.

5. Consults with the corporate marketing 5. Consults with marketing research dept. on competitive activity.

Research department on competitive activity

In distinct.

6. Is consulted regularly on the use of advertising 6. Trains salesmen.

And sales promotion for use in his distinct.

7. Is included in long range discussions. 7. Is consulted regularly in advertising and sales promotions.
8. Prepares expenses budgets for his distinct. 8. Reviews and recommends changes in compensation plans.

9. Establishes standards for salesmen’s performance 9. Is included in long range planning.

10. Established standards for salesmen

11. Recruits and selects salesmen.


TEN COMMANDMENTS OF SELLING-4TH GROUP

1. Speak to people. There is nothing as nice as a cheerful word of greeting.

2. Smile at people. It takes 72 muscles to frown, only 14 to smile.

3. Call people by name. The sweetest music to anyone’s ear is the sound of his or her name.

4. Be friendly and helpful. If you would have friends, be friendly.

5. Be cordial. Speak and act as if everything you do is genuine pleasure.

6. Be genuinely interested in people. You can like almost anyone if you try.

7. Be generous with praise. Be cautious with criticism.

8. Be considerate of the feelings of others. It will be appreciated.

9. Be thoughtful of the opinions of others. There are usually three sides of controversy: Yours, the other person’s
and the right one.

10. Be alert to give service. What counts most in life is what we do for others.

Add to this a good sense of humor and a dash of humility.

11. KEEP YOUR PROMISES: Your promise is a deciding factor of your future. If you cant keep your promise, then
don’t make them. If for some reasons or another you find that a promise made in al honesty cannot be kept ( a delivery
date for example) then, be sure to notify your customer promptly. Call them and tell them frankly and sincerely that you
made a mistake. Tell him why you cannot make it on the date specified. Tell him when shipment will be made.

12. SMILE: It takes 72 muscles to frown, only 14 to smile. A warm, flashing and contagious smile is a must in selling. A
good salesman must always wear a smile, one that is not artificial or unnatural. It should not be too much or too little of it.
Only through constant practice can a salesman develop a pleasant facial expression that captivates the prospect’s buying
behavior.

“The smile you wear when you greet your customer is more important to your personal appearance than the price
tag on your hat…”

13. KEEP PHYSICALLY FIT: Selling requires that you keep yourself in a good physical condition. Your job will be
visiting in and out of stores and offices. You will be driving through all kinds of weather. A sick man will not be able to
cover his entire territory and he will be lacking enthusiasm of his job. A good salesman needs rest and healthful
recreation.