Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please send your feedback to DrTony@Assessments24x7.com!


What is it?

Salesmanship is the ability to create interest in new and existing products, services, ideas, processes, systems, etc., through the distribution of information. This information is often distributed by way of letters, pamphlets, emails, face-to-face meetings, and so on. Salesmanship allows an entrepreneur to gain support for the various endeavors he or she faces as well as creating success for the business. Salesmanship is the creation of an appealing offer.

Why is it important?

The art of salesmanship is essential to all levels of business. It is through the sales process that entrepreneurs are able to find financing for their endeavors. The sales process is used to create and stabilize partnerships, attract qualified employees, and move products and services. Sales are the lifeblood of any organization.

Salesmanship is likely the single most important skill that any entrepreneur may possess. The scope of sales has increased substantially during the past few decades due to growth in the trade and industry. Persuasive salesmanship is essential in order to achieve the objective of the entrepreneur and to carry out the business plan. Entrepreneurs must master the art of selling; without this skill, the foundation on which you build your business will not be a solid one.

Mastering the art of selling consists of creating and presenting an offer in a manner that entices the recipient to purchase a service or product, agree with an idea, accept a system, etc.

How to get it if you don't have it?

The art of salesmanship requires practice and determination. Understanding salesmanship is the first step to nurture this skill. There are five basic elements involved in salesmanship. The first element you must learn to accomplish is to build a relationship with those that you are dealing with. The depth of this relationship will vary according to the commitment you are seeking. The second element of salesmanship is presentation of the information. Once you have presented the information in a way that the customer can understand, you will present an offer. Very rarely will the customer accept the offer. You must be prepared to identify and resolve any doubts that he or she may have. Finally, the fifth element of salesmanship is to obtain a commitment. This commitment is the sale.

How to develop it if you have it?

Once you understand and are able to perform the basic elements of salesmanship, the best way to further develop the skill is to practice it and practice it often. Develop a standardized approach to your sales calls; practice developing relationships with new acquaintances. Create a focus group and practice giving your presentation and then ask for feedback.


Here's to more personal insight,


Share these ideas with others at work and in your personal life. Being a mentor and helping others is one of the most rewarding things you will ever do. They may get their own free subscription by going to http://www.cyranosystem.com/ContactRegistration.aspx?CompanyID=1130&UserID=416

See the people, products and programs Dr. Tony Recommends at http://www.DrTonyRecommends.com

Dr. Tony's Platinum Rule Products - http://alessandra.com/products/prrsproducts.asp

About Dr. Tony - http://alessandra.com/abouttony/index.asp

Dr. Tony's Speeches - http://alessandra.com/speakpresent/index.asp

Dr. Tony's Speech Rave Reviews - http://alessandra.com/ravereviews/index.asp

For Meeting Planners - http://alessandra.com/meetingplanners/index.asp

For Speaker's Bureaus - http://alessandra.com/speakersbureau/index.asp

Dr. Tony's eBooks - http://alessandra.com/products/ebooks.asp

Dr. Tony's Client List - http://alessandra.com/clients/index.asp

Dr. Tony's mp3 Products - http://alessandra.com/products/mp3products.asp

Dr. Tony's Sales Products - http://alessandra.com/products/salesproducts.asp

Dr. Tony's Communications Products - http://alessandra.com/products/communicationproducts.asp

Dr. Tony's Leadership Products - http://alessandra.com/products/leadershipproducts.asp

Dr. Tony's Assessment Tools - http://www.AssessmentBusinessCenter.com

Dr. Tony's Customer Service Products - http://alessandra.com/products/customerserviceproducts.asp

If you like receiving Dr. T's Timely Tips, you'll love adding to or switching from this subscription to "One-to-One from A-to-Z" - an ezine that's customized to match your interests, goals and behavioral style. You'll receive fewer emails, but the ones you do receive will contain articles, tips, ideas and offers that perfectly match your personal and/or professional interests. Subscribing takes less than a minute and you may experience The Platinum Rule® firsthand by opting in here. We will treat you the way you want to be treated!

Become a Tony Alessandra Affiliate! Earn a commission every time someone purchases one of Tony's products using the custom merchant link that is emailed to you once you sign up. Post the link on your site or your email signature line and watch the commission checks roll in. Begin today!

Click here to join our Affiliate Program.

Dr. Tony Alessandra, author of "Dr. T's Timely Tips", is available as a speaker for corporate and trade association meetings. Teleseminars and webinars are also available. Contact Holli Catchpole at SpeakersOffice: 1-800-222-4383 or Holli@SpeakersOffice.com

SpeakersOffice, Inc.
5927 Balfour Court Ste. 103
Carlsbad, CA 92008

Click here to view a Free Video of Tony.

Click here to check out Tony's Photo Gallery and get a glimpse of what he does when he's not in front of an audience.

Time for a coffee break? Visit Dr. Tony's online bookstore and browse while you relax.

This article was adapted, with permission, from the One Minute Entrepreneur book, co-authored by my colleagues and friends, Ken Blanchard and Don Hutson with Ethan Willis. Please visit this site for details about the One Minute Entrepreneur book and be sure to take your complimentary One Minute Entrepreneur Assessment too.
Alessandra & Associates,Inc., 5927 Balfour Court Ste. 103 Carlsbad, CA 92008, USA