1. “SALES”
Results are rewarded Efforts Aren't
BY:- Dhammika Goonewardena
24th SEP 2011 @ Hambantota

2. Who is Not Selling
• Every body in this world sells some thing to one
another during their life time.
▫ At a interview the candidate is selling his
candidature and the interviewer is selling the
Company
▫ At a negotiating for a new Dealership
▫ A lawyer arguing his clients case in the courts
▫ Politician making promises and giving speeches to
get votes

3. Definition of a Sales Person
• Anyone who Sells a Product, Service or an Idea
is a sales Person - by Robert Stevenson

4. Remember !
• We are always selling either FOR or AGAINST
ourselves.
the Walk , Talk ,Dress , Meet and Greet
communicate some thing about us.
overall personality either leaves
favorable or unfavorable impression.

5. What is called as a SALE
• Selling is a WIN-WIN or a LOOSE-LOOSE
GAME
When a sales is completed we have sold a solution to some
one. He has got rid of one of his pains and got a gain. as
well the seller has got the opportunity to provide a
solution and gain his revenue.
Loose- Loose is where either the Seller or the Buyer has
not been able to have a gain but lost their time.

6. Selling has become a BIGGER
Challenge today
• More options in the Market
• Competition has become sophisticated
• Customer awareness through Media
• Buyer Beware vs. Seller Beware
▫ Today the Customers rely on the sellers trust
worthiness, character & competence

7. Why do People blame the Competition
• If there had been no competition how could any
one rate or grade you?
Success in selling really demonstrates the survival of the
fittest and remember to think as Entrepreneurs !

8. Selling is a learnt profession
• Anyone can learn the art of selling and excel in
this great profession. The problem is not that
people can not learn the Art but, the reality is
they lack the attitude to learn.

9. Important!
• Selling is more a matter of WILL than the
SKILL, remember we need both !
• An elite sales professional is like a race horse
with the winners edge and the athlete who wins
by a fraction of a second, but is rewarded 10
times more.
• Winners Compete against themselves they better
their records constantly

10. Important as leaders
• Some times in LIFE you’ve got to be UNKIND to
be KIND!

11. Principles of selling and its process.
• Commitment
• Focus on Goals
• Acquiring competencies
• Creating and following a selling system
• Organized effort
• Giving and getting respect
• Learning

12. Are Sales People Born or Made
• Mistaken belief is that one needs NO
qualification or talent to make a success in the
profession of Selling, Selling Skills are acquired
even by great professionals . NONE of US are
BORN WITH THEM

13. Attitude determines success
• Ability teaches us how to DO.
• Motivation decides why we DO
• Attitude determines how well we DO
E.g. Vacuum Cleaner Salesman in a snowstorm

14. Successful Sales Person Vs. Mediocre
• Determining 03 important attributes
▫ Attitude –Mental Toughness
▫ Ambition- Burning Desire for Goals
▫ Action – Translating imagination into realities or
into profits.

15. Unprofessional Sales
People
Average Sales Person Exceptional Sales
Professional
Money Driven Company Driven Good will & Customer
Driven
Selfish Self -Interest Mutual Interest
Doesn’t do the Right thing Does the right thing for the
wrong reason
Does the right thing for the
Right reason
Attributes Success to luck Takes full credit for the
success
Takes Credit and Gives
Credit to those behind the
scenes
Does as little as he can get
by with
Tries to only stay on right
side of the law
Does work Ethically
Big EGO driven Prestige Driven Performance driven
Wants to make money Want to make sales Wants to make customers.

16. KEY for SUCCESS
• Discipline
Discipline is doing what ought to be done,
when it’s ought to be done, WHETHER YOU
LIKE IT OR NOT!

17. Formula for success – 6 C’s
• Character – Makes Ethics a Way of Life
• Courage – To Continue Despite Setbacks
• Conviction – belief in his Products, Profession &
Organization
• Clarity – Clear Goals and Purpose of Life
• Competence – has the Skill and the WILL
• Communication – Persuasion skills and Ability
to Convince

18. Personality
• To create a positive impact as sales people we
need a pleasing personality. A pleasing
personality is a composite of Overall
BEHAVIOUR,APPEARANCE,VERBAL & NON
VERBAL COMMUNICATION,
DRESSING,GROOMING,ETIQUETTES AND
MANNERS

19. Personality
• the first impression we give to the people could
either be positive or negative and the customers
feel comfortable or uncomfortable to deal with
accordingly.
• “ we never get a second chance to create the first
impression. And it is earned or lost within the
first 30 sec.”

20. Qualities of a Good Professional
• Confidence with out arrogance
• Friendliness without being over friendly
• Expertise with out the I know it all Attitude.

21. Selling is a rejection business
• Success is not measured by how high we go up in
life, but how many times we bounce back after
we fall down!
• With the same product and under the same
circumstances there are some people break
records while others break them selves.

22. FINALLY !
Star an Action plan for your life
• With what you want to Achieve
• How you expect to Achieve
• When you plan to Achieve

23. • Success has no HARD and FAST rules. It has
only HARD and HARD ONES.