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The Art of Salesmanship:
How to Sell Anything to Anyone
Do you think your sales business could be doing more, but you can’t quite see how? As a sales coach, I have helped many people and businesses gain valuable insights and perspectives. I adapt people’s mindsets, skill sets, and behaviors to achieve growth.
Within this course, you will be given insights into the world of psychological selling, teaching you the tools for mastering the art of persuasion. My Salesmanship course will change your Sales Closing spectacularly, or your money back. Trust me, I am a Salesman
Selling is an Art and a Science, And a good salesperson is worth their weight in gold, companies will pay top salaries to their top Salespeople My sales course will reveal the secrets and the science for the budding salesperson to become a superstar in a very short time.
Salespeople are the highest-paid profession in this world today.
It takes someone special to be a successful salesperson, hence the rewards are great. With over 50 years of experience and now retired, I will teach you how to close a sale with an average closure rate of 1 in 2
Understanding the Sales Process
Before we dive into the nitty-gritty of salesmanship, it’s important to understand the sales process. At its core, selling is about understanding the needs and wants of your customer and providing a solution that meets those needs. This requires building a relationship with the customer, identifying their pain points, and presenting your product or service as the solution to those problems.
Building Relationships with Customers
One of the most important aspects of successful salesmanship is building relationships with your customers. This requires being personable, empathetic, and genuine in your interactions. Listening to your customers and understanding their needs is crucial to building trust and rapport.
Identifying Customer Needs
To effectively sell to your customers, you need to understand their needs. This requires asking questions, actively listening, and being observant. Once you have identified the customer’s needs, you can tailor your sales pitch to highlight how your product or service can meet those needs.
Presenting Your Solution
When presenting your product or service to a customer, it’s important to focus on the benefits and outcomes, rather than just the features. Customers are more likely to buy when they can see how your product or service will improve their lives or solve their problems. Use storytelling and examples to bring your solution to life.
Overcoming Objections
It’s common for customers to have objections to your sales pitch. This could be due to cost, lack of understanding, or a myriad of other reasons. It’s important to be prepared to overcome objections by addressing them head-on and providing additional information or context. Remember, objections are an opportunity to provide more value and build trust with your customer.
Closing the Sale
Closing the sale is the ultimate goal of salesmanship. This requires asking for the sale in a confident, non-pushy manner. You can do this by summarizing the benefits of your product or service, addressing any final objections, and providing clear instructions on how to make the purchase.
Follow-Up and Relationship Building
After the sale is made, it’s important to continue building the relationship with your customer. This includes following up to ensure they are satisfied with their purchase, addressing any issues or concerns, and providing additional value through education or support. A strong relationship with your customer can lead to repeat business and referrals.
Conclusion:
Salesmanship is both an art and a science. It requires empathy, creativity, and a willingness to build strong relationships with your customers. By understanding the sales process, building relationships, identifying customer needs, presenting your solution, overcoming objections, closing the sale, and following up, you can become a successful salesperson and sell anything to anyone.
Come and join, let me become your personal mentor, I provide guidance, support, and feedback to help you achieve your goals and reach your full potential.
The course breakdown
- The art of selling and persuading
- Selling yourself first
- The Secrets of successful listening
- The phycology of selling.
- How to close 1 out of 2 prospects
- To become the top salesperson in the company
- Reading a person’s thoughts through N.L.P
- Reading a customer’s Body Language
- Secrets of Mirroring to become their best Friend
- Anchoring a subconscious Mind Control
- Subliminal persuasion
- Selling a high-ticket item or Service
- The correct sales cycle
- Selling the sizzle not the Meat
- Learn how to Ask for referrals
- Referrals equal = money in the bank
- Cold calling secrets
- How to consolidate before getting buyer’s remorse
- How to minimize or stop a cancellation
- How to improve your personal relationships
All 5 courses include a 1-2-1 online personal mentoring, Pdf Files, Website, and Video Training
Immediate entry to the first-page website on ordering
(Direct download, and via email)
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This Sales Course will more than pay for itself with the knowledge you gain
The complete course fee is £2,250 + Vat
Module 1
- History of Selling
- An Introduction to Selling
- Self-conditioning
- How the Brain Works
- Introduction to the mind of your prospect
- N.L.P Neuro Linguistic programming
- Reading Body Language
- Psychology of your prospect
History of Selling
Salesmanship: Perhaps one of the oldest professions in our human history, In Biblical times it is documented that selling goods in the marketplace was common and widespread, and possibly the greatest salesman of all mankind was born to a humble carpenter in a lonely place. He recruited twelve men to help him sell his story. He had his knockbacks defeats and many doors were closed in his face. In fact, he lost his life selling his story. Yet over two thousand years have passed in time, and his story goes on and on. He sold his story to a small following, which grew so strong, that people; all over the World from different walks of life now believe his story: Yes I believe that Jesus of Nazareth was surely a great salesman, it was written in his sales bible that even his friend Judas sold his whereabouts for 30 pieces of silver to the Romans.
Salesmanship, as we know it today, has its roots deep in the histories of mankind. Down, through the ages, it has been the salesman who has carried the products and innovations of various civilizations to potential customers throughout the world. Actually, the art of persuasion is as old as history itself. History records the adventures of travelling salesmen called peddlers and chapmen in the year 2500 B.C. They followed the caravan routes across the desert wastelands and travelled by ship to bring such products as spices, ointments, silver, and slaves from Mesopotamia to other chief cities in Asia. These early salesmen, in addition to the dangers, braved irate customers and faced the danger of highwaymen, attacks by wild animals, and primitive tribes. It is recorded that in the thirteenth and fourteenth centuries, English merchant guilds required their members to carry bows and arrows and band together in groups to discourage attacks
Historically, bartering goods between the populace was the norm, preceding the professional salesman. The first clear examples of salesmen, in the sense we think of today, would be in the early nineteenth century across much of Europe. At this time, pedlar men and women would travel around different towns and areas selling their goods. These goods could be anything from fresh fruit and vegetables to leather goods and woven baskets. This is quite possibly the earliest example of cold calling and door-to-door sales.
These travelling salespeople were often reliant upon their ability to sell numerous items and a large variety of goods in order to make enough money for food and shelter. Haggling/bartering was commonplace in this type of sale and often people would exchange their goods rather than pay money.
The business of sales has been a vital part of the economy since the earliest years. Throughout the 18th and 19th centuries, salesmen accounted for a large part of commerce in both the countryside and in growing cities. Many spent their lives on the road selling goods — encyclopedias, sewing machines, pots and pans, and more. Even self-made billionaire John D. Rockefeller’s father was a “pitch man,” selling medical cures, from town to town.
The life of a travelling salesman in the mid to late 19th century was far from romantic. Transportation generally consisted of a day coach on a train and then a horse and buggy provided by the local livery stable for local travel. Many salesmen were away from their homes and loved ones for months on end. It was a rough and often hazardous way to make a living, as accidents – often fatal accidents – occurred frequently.
By the early 20th century, the travelling salesman had become a familiar sight, and sometimes comical. Salesmen were considered slick and untrustworthy, peddling cure-all elixirs and overpriced Bibles. Yet at the turn of the century, the direct selling business expanded and became more organized. Small independent companies expanded, and many commodities were peddled from door to door, things such as cleaning items including brushes and mops, and a few companies went national with salesmen in every region of the country trading products to every householder, targeting mostly women. The travelling salesmen went from town to town, knocking on doors carrying cases filled with products, and those buying the brushes and cleaners were often women.
The first examples of a more organized and recognized sales movement were during the late nineteenth century. During the early twentieth, there were many hundreds of large companies which developed and focused highly on selling goods. This developed owing to a number of factors including a growing economy, the introduction of credit as well as a new set of laws to protect buyers and sellers in the marketplace. The economic situation and newly imposed laws prompted this development, and the huge growth of such companies continued through the coming years.
Moving on to more recent developments, we have the actual recognition of the salesperson as having a very intricate and specific role in the marketplace. Selling has changed dramatically in the last few decades, whereby it is now recognized by all major companies that presenting and closing a sale has become an Art and a Science by itself. Today’s salesperson combines physiology and the latest scientific advancements, including NLP and body language. Unfortunately, there are still many salespeople who continue to employ one-dimensional practices that no longer work. In today’s modern World, a good salesperson is worth their weight in gold, and companies will pay top salaries to their top sellers.
An Introduction to Selling
The ever-expanding science behind salesmanship has truly broken new ground.
There are many books and courses in sales at present, and big companies will send their employees on such sales courses to ensure they maximize their ability. My course combines the Science of Selling and Persuasion, bringing selling and closing into the twenty-first century, and carefully researched tactics and strategies that work in the real world of modern sales.
Statistics show that 80% of salespeople fail; for one reason alone – they do not relate effectively with other people…
Good communication and positive influencing skills are vital for success in today’s changing and increasingly complex sales world. If you improve your communication and influence skills, you will improve your effectiveness and get noticeable results
The Nuts and Bolts of a Sale
As briefly mentioned in the preface I believe a top salesperson is conceivably a professional actor, not the stage or screen variety but a true performer in the real world, just as Shakespeare once quoted“ All the world’s a stage, And all the men and women merely players; They have their exits and their entrances, And one man in his time plays many parts.
A sale is an act of selling a product or service in return for money or other compensation. Signalling completion of the prospective stage, it is the beginning of an engagement between the customer and vendor or the extension of that engagement. Salesmanship is the practice of investigating and satisfying customer needs through a process that is efficient, fair, sincere, mutually beneficial, and aimed at long-term productive relationship
There are three types of selling modules,
1. Retail Sales (in the general shop or market stall environments selling to groups or individuals, mostly order takers)
2. Cold Calling Sales (These are what are called chancing and speculator opportunist sales, usually door to door some call number selling, or sales canvassing)
3. Direct Sales (One to One selling, usually on a prearranged appointment, set up by canvassing or advertising inquiry)
Although Faceless Sales are becoming more popular these days such as Phone, internet, leaflet, pamphlet, and broacher sales, nevertheless this course will be focussing on the One to-One selling module:
Self-conditioning
Selling is the most important profession in the World; you have to be proud of this fact. Without a salesperson, nothing on this planet would move. There would be no incentive to do anything. The economies of the World and all governments would collapse, and there would be anarchy in the streets. As the monitory system would come to a close, we would all end up fighting, possibly reverting to the caveman mentality. Civilizations would collapse, and it would be the end of the world, as we know it.
OK! Perhaps I was going over the top in my metaphor above, yet painting a picture in the prospect’s mind is very important to your prospective customer. Think about this for a moment, just look around you….., everything you see, and touch had to be sold by a salesperson. An individual or a company could formulate or invent the best possible product or service in the world, But without a salesperson to sell the product or the idea, then all the inventor’s or manufacturer’s efforts would have been a complete waste of time and money.
A sales profession can sometimes be an unhappy one, sometimes it may appear to be the worst profession in the world. It can seem to be downright degrading, humiliating, and soul-destroying. Yet it can be the most rewarding, satisfying, and one the best-paid jobs in the World and in some cases one of the highest-paid professions in the World today, accounting for countless millionaires worldwide.
The facts:
Statistics show that 80% of salespeople fail; for one reason alone – they do not relate effectively with other people…
Good communication and positive influencing skills are vital for success in today’s changing and increasingly complex sales world. If you improve your communication and influence skills, you will improve your effectiveness and get noticeable results.
In this invaluable course, you will discover the underlying psychological principles behind communication and influencing; you will also gain the skills and techniques to be able to apply those principles in everyday situations. The material in this course really works… I have the knowledge and the testimonials to back me up. And by teaching you the high-level skills to communicate and influence anyone – at any level.
As you have purchased this course, therefore this is my objective for you. In short, this Sales course will give you effective, straightforward, proven ways to increase the positive impact you have on anyone and everyone you work with, accumulating an average closing rate of one in two presentations
How the Brain Works
In this part of the course, we look at how the human brain works
The brain is divided into two parts; half of the brain controls an opposite side of the body, whilst the other side of the brain controls the other half of your body. If you are right-handed (85% approx of the population) then the left hemisphere of your brain controls the right side of your body. (Opposite if you are left-handed.) Your left hemisphere part of the brain controls all conscious thought and logical thinking such as reason, language, mathematics, reading, writing, linear, and analysis.
Your right side of the brain controls all creativity, imagination, rhythm, visualization, images, memory, and most body functions. Joining together the two parts of the brain are direct neural connectors called the corpus callosum. This is how the transmission of thoughts from the right side of the brain to the left is transmitted. The brain also has a stem at its base that in turn is connected to the spinal cord and nervous system. The right part of the brain is where the subconscious, is situated. It has control over the autonomic nervous system, i.e. involuntary glands, muscles, organs, etc.
The subconscious is a non-thinking service mechanism, liken to a computer’s programming chip. It cannot reason, analyse or argue, it only serves. We all have a “subconscious”. It is the powerhouse of everything we do, it is the seat of our imagination, and it is intermingled with past experiences and memory. It controls emotions and feelings, it succumbs to fears, and it rejoices in our ecstasy. Furthermore, it can secrete into the brain and body tissue over 2000 chemicals, it never sleeps, and it controls all non-thinking processes such as heartbeat, breathing, blood pressure, and so on.
The objective of this part of the course is to enable you to understand, predict and, if necessary, control and manipulate human behaviour resulting in creating a rapport, and the salesperson needs to know these facts so they are aware of why individuals have different traits and reactions.
Introduction to the mind of your prospect
The objective of this part of the module is to enable you to understand, predict and, if necessary, control and manipulate human behaviour resulting in creating a rapport.
READING A PERSON MIND
In this part, we discuss why people have different opinions
Have you often wondered why there are some people you cannot communicate with, either responsive with or take to, in fact not on the same wavelength, yet someone else you may get on famously with? The simple answer is, that we all perceive within our brain, a number of sensory internal cognition, completely at different levels from each other. Whereby we are not seeing or hearing (perceiving) the same consciousness and subconscious signals, therefore we may not always be on the same wavelength.
For example, if you had witnessed a vehicle accident on a corner of the street, which included other people, also observing the accident, and if the police asked you to make a statement! Your version of events would be completely divergent from the other witnesses making their statements.
Let me explain it this way, our internal sensory perception of brain receptors are all different in one way or another, just like a fingerprint, never two the same. Understanding this is just the tip of the ice-iceberg.
INTERNAL PERCEPTION
In this part we look at the 5 senses of the human being
- Sight (vision): The ability to perceive light and to see the world around us. We see vision and sight through our eyes, which are like a camera, light enters through the cornea, transferred to the retina which converts the light into nerve impulses, and these impulses are relayed to the optical cortex in the occipital lobe of the brain.
- Hearing (audition): The ability to perceive sound and to hear the world around us. We hear with our ears, through a complexity of outer and inner eardrums, canals, and tympanic membranes.
- Smell (olfaction): The ability to perceive odors and to detect and distinguish different scents. We smell by use of the nasal cavity, where there are nerve endings that can differentiate a vast range of smells.
- Taste (gustation): The ability to perceive flavors and to distinguish between sweet, sour, salty, bitter, and umami (savory) tastes. We taste by receptacles, which are found in the walls of our papillae on the upper surface of the tongue.
- Touch (somatosensation): The ability to sense pressure, temperature, and pain, and to feel textures, vibrations, and other physical sensations. We feel by touch through our skin and the sensory nerve endings, the skin forms a boundary layer between the body and the external environment, and the five main functions include protection, sensation, storage, absorption, and heat regulation.
The five senses have hundreds of levels of perception and sensations, therefore the combination of levels in each of the senses is so very different from person to person. The various levels of perception of the five senses can be far-ranging, depending on the…… More in the full course
N.L.P Neuro Linguistic programming
NLP
Science and medical psychologist have agreed the findings and the importance of the five senses, linked with the nervous and the autonomic nervous system, and perception of motor body functions. Most of the credit must go to American scientist Richard Bandler and John Grinder, who in the mid 1970’s discovered the system of non-verbal communication whereby subconscious movements of the motor body movement was deciphered. They named these phenomena N.L.P. Neuro-Linguistic-Programming. By observing closely, thousands of students under scientific test’s people did not operate solely on a verbal plane.
RAPPORT/PSYCHOLOGY/MIND PROCESS
The word “psychology” is derived from two Greek words “psyche” meaning “mind and soul” and “logos” are meaning study. Hence, psychology means the study of the mind.
Neuro
refers to your neurological system, the way you use your senses of sight hearing touch, taste and smell to translate your experience into thought processes, both conscious and subconscious. It relates to your physiology as well as your mind and how these function as one system.
Linguistic…….. More in the full course
MIND READING
We already know, the brain’s internal processing system is linked to the subconscious, therefore when a question is asked, the brain will compute subconsciously and you will see a physical movement of the eye’s.
There are nine main eye patterns…………………….More in the full course
Primary focus attention
Controlled muscle vision (SR/IO & 10SR) (IR/S0 & SO/IR)
Subconscious Visually constructed thought pattern. (IO SR)
Subconscious Visually remembered thought pattern. (SR IO)
Subconscious Auditory constructed thought pattern. (LR MR)
Subconscious Auditory remembered thought pattern. (MR LR)
Subconscious Auditory internal dialogue. (LR MR)
Subconscious Kinetic thought patterns.(IR SO & IR SO)
LISTEN
The study of NLP Neuro Linguistic Programming is a modern science, however, the fluent observation and comprehension of people’s internal processes, combined with body language will take time and practice to master. Listening to the way people talk, is a positive way of knowing what internal cognitive process system they are using
Try to analyse yourself, do you……More in the Full Course
KNOW YOUR INTERNAL THOUGHTS
Have you uncovered what internal process your using mostly?
Do you form pictures when you are reading a book or magazine?
Are you an artist or do you appreciate the arts?
Do you view pictures in magazines in detail?
Are you a keen cinema or TV addict?
Can you visualise pictures and images easily in your mind?
Have you a wild imagination?
These are just some of the clues to help you decide if your internal processing is done mainly on visual bases.
Visual people tend to do jobs such as jewelers, video sales, cinema managers, photographers, painters, flower arranging, window cleaning, hairdressing, or any other jobs that entails creative work. Do you read out in your mind every word, when you read a book or magazine?
Do you talk out situations and listen to voices in your head?
Do you find yourself talking to yourself often?
Are you a musician or do you appreciate all music?
Are you a good talker or listener?
Have you a good response to high or low-pitched sounds?
These are just some of the traits an auditory person would have. An auditory person would probably have a job as a telephonist, accountant, insurance, consultant business; related officer, music industry, speaker, sales promoter, or any other intangible job.
Are you an emotional person?
Do you feel or touch objects frequently?
Are you sports-minded?
Do you subconsciously touch someone when talking to him or her?
Can you feel the cold and heat easily?
Do you feel pain easily? Do you like to do manual work?
Are you satisfied when you are physically worn out?
Kinetic jobs would include selling silks, furs, sports equipment, travel agency, driving jobs, labouring, sports players, masseuse, physiotherapists, funeral directors, tailors, or any other job that includes touch and emotions.
The subconscious (your personal service mechanism) is interlinked to your autonomic nervous system all your physical actions are portrayed by (subconscious) non-conscious thinking outer actions
To read another person’s mental process is very interesting, nevertheless, it can take years of practice to master every small action that your prospect constructs subconsciously. A medical surgeon or doctor will spend six to ten years studying and practicing before putting a scalpel to the flesh. How long are you prepared to give, to the study of human mind programming, before putting this information to practice?
Please read the above over and over until your subconscious mind takes on board all the information. And have you discovered which internal cognitive process you use mostly? If so write it down now ………….. It is important that you realise and know your own internal thought process orientation so you can adapt to situations and put yourself into the other person’s mind.
The Power of Touch Watch the video
READING BODY LANGUAGE
Observing the body language of a very sophisticated nature, we can determine changes in skin tone, skin colour, and dilation of pupils, flaring of nostrils, the slightest hint of muscle tension or delicate changes in breathing. The closest part of the body to the brain is the head and face area This is very noticeable when in pain, due to short nerve endings the pain we receive from facial pains can be excruciating, for example earache, toothache, headache etc.. More in the full course
Controlled conscious thought can hide a face, it can look sad or it can look happy, yet subconscious signals do not lie. That is why I never believe a prospect when he says no to an offer, what I do believe is his/her subconscious signals. An example of this may be when a parent or loved one will say everything is ok when you know, that by their body language what they are really saying is everything is not ok. The closest muscle to the brain is the extraocular muscle (eye muscle) consequently as a result when the brain has a thought (a neuron firing) the eye muscle will move about. As the window to the brain is an open one through the eyes, let us observe more closely the subconscious thought patterns.
Psychology of your prospect
So far we have covered the subconscious mind and its programming, NLP, and body language. It’s important that you now realise that there are a number of various personality types. The main personality traits that we are concerned about, as we endeavour in gaining rapport are listed within four categories. Knowing which personality type you come under is also very important. Just like knowing what internal cognitive process you use most, you will need to know this information, so that your own personality style would not conflict with your prospect. In fact, this may help you personally in other relationships in your life.
The first personality type is a pragmatic person. More in the full course
To help discover and explain why your personality style will clash and destroy the rapport, I suggest you fold an A4 size piece of paper in half and then a quarter, so that you have four squares. In the top right square corner, write down the word pragmatic. In the bottom right square, write down extrovert. In the bottom left-hand square write down amenable. In the top left square write analytical. More in the full course
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bonus Video