|
|
 |
......................................................................................
Salesmanship And Marketing Help
From The Habitualsalesman: Grant W Davis
|
Habitual Sales System |
| The Habitual Salesman From: Grant W. Davis |
|
Marketing & Salesmanship is the systematic process of effectively developing suspects, filtering out the prospects in an orderly fashion, working with prospects to discover their needs, and desires, and then presenting solutions that fulfill these needs and desires with proposals that elicit emotional and logical reasons to buy. The tools of influence are powerful, and can be applied to virtually anything. Extreme examples of Marketing and Salesmanship would be the conflicts, and wars that ravage our world. In their simplest form, are not all such things wars, conflicts, and all human struggles the attempts of one group to influence the other group to accept their solutions for them? Do not most such conflicts start first with a break down of communication, a failure to influence with facts, and proof? The failure of ones marketing & salesmanship plans and systems to influence another into the desired action. |
Mailing Address
801 Geer Road
Turlock, CA 95380
Tel: (888) 991-2929
Fax: (209) 634-2927
Map >>
| When a Salesman doesn’t take the time to ask enough questions to understand the needs, and desires of another, and rushes to the close, or when a salesman is more concerned about what they get (commission) than what is good for their client. Then comes the high pressure close. In the case of countries we see the high pressure closes in violent conflicts, which can be reframed as activities designed to put pressure on the prospects (country) to buy the proposed solution. |
| We are fortunate that for us our job as salespeople is simply to help others. If our purpose is simply to help others with all of our knowledge and experience then we never find ourselves in a position of having to press the hard close. Instead we inform, and guide our clients and place them in a position to make an informed decision by uncovering preconceived wives tails objections, and teaching our prospects the facts we know supported with third party facts, never hiding or misleading, and always acknowledging legitimate objections as real and answering them honestly with a caring heart and attitude of help which is the measure of our success. |
If our purpose is simply to help others with all of our knowledge and experience then we never find ourselves in a position of having to press the hard close. |
|
This process can become a habitual life choice for the salesman. If all you are trying to do is help another, then prospecting is natural, asking for others you could help (referrals) is also natural, seeing opportunities to help others with your product or service becomes habitual, truthful, easy to offer, and easy for others to accept as the pure caring gift that it is. Selling is no longer a struggle, there is no call reluctance, or fear of rejection, proposals, and closing are just naturally easy, as all you are trying to do is help another get what they need, and what they want. Truly great sales people are not artificial cliché’s of canned sales pitches. (This is different from internalizing sales scripting) Rather a great sales person becomes a person which has the desire to help others as their primary motive, and understands how his or hers product helps solve problems. As such salesmanship is never turned on or off as a loving carrying person’s personality is never turned off or on. Rather it becomes a life choice to help; it just becomes who you are. From these states opportunities AKA: Suspects appear everywhere, and are easily turned into current or future prospects. Sales is then about helping others. Can you imagine a life where you get paid to help others? Now imagine a life where the more you help others the more you get paid? This is why sales is the best job in the world. |
|
All the techniques and procedures I have mastered and will share with you are effective techniques, and systems. You can internalize them, make them become part of who you are, and always come from the prospective of trying to help. They are the second most powerful force I have witnessed. Prayer is the first. The tools and techniques I am going to share with you are the most powerful tools of sales, marketing, and persuasion you have ever seen. I strongly believe that Salesmanship is at the heart of everything you see and hear in this world, good, and bad. Everyone sells something everyday! Everyone! If you think you are not into sales or marketing, consider this morning while you prepared for your day. Taking a shower, and washing your hair are things you do for yourself, to feel clean, and fresh. But combing your hair, putting on makeup, perfume or cologne, pressing your suite, or dress, checking your look in the mirror. All this is marketing, and salesmanship. In real estate it might be called “staging” a property. Anytime you share an idea at work, offer an opinion, or lobby for your favorite restaurant, and convince your friends what movie to see you are “selling.”
If you are in sales and have ever sold anything, even one thing, you are a successful sales professional. The ticket is to identify what you did right, what you did wrong, and try to improve your “systems.” |
|
These tools improperly used can cause great harm, or create peaceful happiness, and fulfillment in the lives of others, and yourself. These tactics can be classified as manipulative, or praised as an answer to prayer. The first decade or so in direct sales I was looking for a book on how to sell. How to organize, prospect, handle objections, create presentations, gain clients, and manage all of this as efficiently as possible. I never found the book I was looking for but I have found the answers I was seeking. And you have just found the book I had been looking for. I am not a great scholar, in fact I am very dyslexic, I have, however, taken everything I have learned over my 30 years in direct sales, and put it into logical order for you. This is the book you have been looking for. It isn’t part of a system, it isn’t an idea of what I think might work, it is what I know works. I know it works because today I sold an insurance policy to a prospect as a direct result of this system. Today! |
|
I believe that salesmanship, if done properly, is the greatest calling (job) we could ask for. We seek out people all day to talk to. What do we talk about? We offer ourselves to help them with what ever their problems may be. And many times we are actually paid for our help. This desire to help has brought me here, with you today. Is it manipulative, or an answer to a prayer? I hope you will conclude it is an answer to a prayer. Although it is also what I would classify in sales training as a “Back Porch” sales technique. Back Porch = you and I. (Prospect and salesman) are sitting together on your back porch enjoying a glass of lemonade, while all the other salesman’s are in a line 12 deep with brief cases in hand knocking on your front door.
How do you get on your prospects back porch? We will cover that in the material. Here is a (Hint) Think about all the steps I took to get you my (prospect) this far? If I didn’t just tell you that you were in fact one of my prospects you may in fact never be aware that I actually make my living as a salesman. You would just come to think of me as a nice friendly, helpful person that knows a lot about finance, risk management, insurance products, liability, law, business, corporations, LLC’s, retirement plans, Salesmanship, marketing, goal setting, Jesus, people, ect….You would just naturally think about talking with me about any of these things, and all the other things friends talk about. Most of the time you would become one of my clients. All the time you will become one of my friends, and I will become one of your friends that seems to always be there to help you, no matter what is going on. |
 |
|
|
|
|
|