Salesmanship

Guest post by: Harry Frisch
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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

Salesmanship, the ability to persuade others to buy one's products, services or ideas, is not necessarily something that a person is born with. Effective salesmanship is comprised of specific abilities and attitudes which can be named and learned. One can adopt and develop these basic attitudes. And if one already has these basic abilities and attitudes in place, but wishes to improve upon them, there are proven ways in which one can do just that.

Two of the basic attitudes which define effective salesmanship are: 1) an orientation to set and reach goals, and 2) a strong sense of persistence.

Three of the actual skills or abilities which are required for effective salesmanship are: 1) an ability to win the prospect's trust, so that his communication with the salesman remains open and honest; 2) an ability to present a product or service in such a way that the prospect builds strong enough interest and desire to want to acquire the product or service; and 3) an ability to smoothly overcome any and all objections which might come up so that the sale closes successfully.

And even more essential to effective salesmanship is a proficiency in the basic “People skills” which underlie and support the techniques of good salesmanship, such as communication skills and the ability to garner agreement.

If you already are, or are willing to become, persistent, goal-oriented and fair minded; if you are willing to learn the powerful, effective selling techniques, as they are clearly and simply laid out in the book of salesmanship, HOW TO SELL – Clear and Simple; and if you are already pretty good at (or are willing to work at becoming pretty good at) communication skills and the garnering of agreement; you are a prime candidate to become a true success in The Art of Friendly Persuasion, in the art and application of Good Salesmanship.

(c) 2004, Harry Frisch, STI Publishing. All Rights Reserved.

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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

About the Author: Harry Frisch

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Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com
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