Question

What is marketing? What does marketing concept mean to you? When you think of professional selling, what thoughts come to your mind? After reading Chapters 1 and 2 for this week, is your perception of professional selling in line with the book?

Answer 1

Marketing is the process of interesting potential customers and clients in your products and/or services.

The key word in this marketing definition is "process"; marketing involves researching, promoting, selling, and distributing your products or services

Three basic ideas of the marketing concept :

Customer satisfaction

Total company effort

Profit

professional selling,

Setting Meeting Objectives

The best salespeople probably make fewer sales calls - but better ones.

They understand that the best persuasion techniques in the world work much better with some planning behind them.

State of Mind

If you are in a good state of mind, your language will flow easier, you'll gain rapport instantaneously, you will sound more convincing and you'll get the information you want faster.

The skill is being able to master your state so that it doesn’t matter if you’ve just been booked for speeding, had an argument with your partner or been in a car accident, when you walk into the sales meeting you are focused on the client.

Focused enough to sense the client’s mood and if their mood is down and you’re feeling “on top of the world” you are capable of toning down your mood to be only a little more upbeat than them.

Rapport

Rapport is the process of establishing and maintaining a relationship of mutual trust and understanding between two or more people.

Language

Successful sales people are very good at the use of language.
You can often spot an elite salesperson just by listening to their language.