By Richard Hession
Designed for the person, this sensible textual content presents suggestions for revenues good fortune constructed from a UK-centred standpoint. It comprises chapters on: perfecting a revenues method; studying the artwork of negotiation; conserving the initiative; and out-doing rivals.
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Extra info for Be a Great Salesperson: Powerful Techniques to Make That Sale and Boost Your Career
Could I ask . . ’ PROBING The real skill in achieving a sale lies not just in guiding your prospect to making a decision in your favour. You must also lead them into believing they’re not being sold to, but in fact have already make the right decision in coming to you. Mastering the right questions and responses Everyone uses questions naturally in everyday conversation. When selling, you must learn to ask the right questions naturally and to listen to the answers. Provided your questions are relevant, the response you’ll get from the prospect will give you the opportunity to sell.
Arouse certain dissatisfaction by making the customer look forward to your presentation and introducing some key benefits that make the customer realise there are some things they might not have realised they were missing out on. • Identify the criteria for the sale, so you know what’s best to try to sell the customer and how to accomplish this. We again focus on the ability to ask the right questions as the key to successful selling. Without this you’ll never find out what a prospective customer wants to buy or even if they want to buy at all.
WHAT THE CUSTOMER MAY BE INTERESTED IN There are likely to be over-riding requirements particular to certain customers, but each customer is likely to be interested in other aspects dependent on their own needs, attitudes and interests. Although it’s not possible to classify each of these, we can look at them generally, as follows: EFFICENCY – effectiveness, performance. NOVELTY – unique, new, outstanding unusual characteristics. SAFETY – buying from a reputable company, also safety of equipment.
Be a Great Salesperson: Powerful Techniques to Make That Sale and Boost Your Career by Richard Hession