Introduction of the Host

N. Rajesh Kumar, a graduate in Commerce, has over 20 years of field experience including 5 years of handling a Profit Centre and a couple of years of International Selling experience. He started his career as a Sales Executive and in a short span of time, was given the responsibility of handling the entire Country. Having started his sales career at a very early age he has had opportunities of working for different companies in various industries like - Telecom, Office Automation and Computer Networking.

He has been conducting Training Programmes on Professional Selling Skills (PSS) for over 8 years now, based on his vast practical experience.

About the Class - Monthly

Lesson 5 - DEVELOPING A SELLING PERSONALITY II

The successful sales personality will have a combination of the qualities summed up in the phrase PERSONAL SUCCESS SKILLS. When considering these qualities, bear in mind that every single one of them can be acquired.

The previous lesson had touched the PERSONAL part, now we look at the SUCCESS SKILLS.

S - SELF-CONFIDENCE. Our personal belief in our own abilities. The only way we can develop our self-confidence is through the experience of making mistakes and scoring little victories. It is easier to have faith in yourself if you can see your success.
Confidence or the lack of it is an attitude of mind. If you tell yourself subconsciously that you can't do something, you will find in every case that you were right. "Skill and confidence", as an old proverb puts it, 'are an unconquered army'.
Take the example of a baby taking his first step. He will wobble and fall many times but in his determination to walk he will dismiss completely all the failed attempts.

Failure is not falling down; it is falling down and refusing to get back up again.

U - UNDERSTANDING OF HUMAN RELATIONS. The human touch - showing kindness and consideration to other people. In selling terms this means practicing and developing a combination of the various skills like admitting your mistakes, showing genuine appreciation, seek the opinion of others, be cheerful and friendly, give a little extra etc.

C - COMMON SENSE. The mental ability to absorb facts and learn from a new experience. All successful salespeople must be alert to opportunities to improve their performance. They aren't satisfied with today's results; they want to do better tomorrow. It also means being able to focus your strengths and efforts on the task in hand.

C - COOPERATION. Working together with your colleagues, subordinates and superiors as a team trying to achieve one common goal. Putting aside petty differences of opinion for the sake of the company objectives. Working with your customers and making conscious efforts to offer a complete and flexible service.

E - ENTHUSIASM. The magic spark that gets support without ever having to ask for it. Not only is it contagious, it is also the greatest motivation known to man. It is the burning inner drive that helps us to persuade people without pressuring them.
We develop enthusiasm in selling from three main areas. Firstly, we must develop a belief in ourselves and in our ability to do the job. Secondly, we must have total conviction in our product and a sincere belief that the customer will receive genuine benefit from his purchase. Thirdly, we must have a sincere belief in the integrity of our company and colleagues.

S - SIMPLICITY. Speaking a language that others understand. All the skills and sales techniques are useless unless you have the ability to communicate thoughts and ideas to others in a manner that is acceptable and easily understood.

S - SELF-MOTIVATION. Literally means 'inspiration to action'. There are two types of motivation. External motivation operates through fear or incentive imposed by external influences, such as, for example, a sales manager. This type of motivation is short-term and ceases once the need or fear has been satisfied or eliminated.
The second type of motivation, internal motivation, is the more powerful because it is long term and alters inbred attitudes. It comes from developing a sincere desire for the things you want most out of your job, your career, or your life. As an example, it has often been said that you can bring a horse to the well but you cant make him drink; however, you will have no trouble getting him to drink if you begin by making him thirsty!

S - SENSE OF DIRECTION. A salesperson without a daily plan and daily targets is like a car without a steering wheel. Be crystal-clear about what you want and keep the benefits of your goals at the front of your mind at all times.

K - KNOWLEDGE. Constantly searching for more information about the market place sand the trends of future months and years. Striving to perfect and update selling techniques, to improve sales presentations and to increase orders.

I - INTEGRITY. Honourable standards of ethics and professionalism. Our profession operates to a set of accepted principles that must guide our conduct. By the very nature of our job we are exposed to temptations daily. Exercising a high standard of integrity will, at the very least, establish your credibility as a professional.

L - LISTENING ABILITY. Making a conscious effort to hear. A winner listens, a loser just waits until its his turn to talk. It is said that God gave us two ears and one tongue so we could listen more that we talk.

L - LEADERSHIP SKILLS. The ability to influence or direct your own course of action through your own efforts. We are either the masters or the victims of our destiny. Every salesperson has the option of bring the passenger or the driver in his career.

S - SENSE OF HUMOUR. The ability to appreciate or express amusement. Selling is a very serious business but we need to have the ability to introduce humour and the common sense to use it where appropriate.

Class Schedule:
Monday, June 24, 2002            Lessons 06 - Human side of Buying & Selling

Queries on this lesson?
Mail us at onlinesellingskills@sitagita.com

or write to us Onlinesellingskills, Sitagita Com Ltd.,
47, Chamiers Road, Chennai - 600 028.

Courtesy: Institute of PSS, No.14-A, Natesan Nagar,
Alapakkam Main Road, Chennai - 600 116. Tel: 044-476 7299 Mobile: 98400-40444