By Jack Cullen, Len Dinnocenzo
The easiest salespeople supply strategies that construct belief and credibility, instead of counting on methods and manipulation. This advisor explains how one can create that belief, in addition to find out how to behavior customer-focused interviews, convey remarkable proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this booklet aside.
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Additional info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
The fox usually won't undermine you while you're presenting. He'll do that later. That's why it's a good practice to ask questions to flush out hidden feelings and then address them. "I'd like to be sure everyone agrees with our approach in that area before I move on. What concerns do you have Mr. " Watch for Buying Signals When you become proficient at identifying interests, needs, priorities, and dreams, and you convert this knowledge into a Â < previous page < previous page page_58 page_59 next page > next page > Page 59 good customer-focused demonstration or sales presentation, you can expect to see buying signals from your prospect.
Interesting," said the sales rep. " "I want to convey that, as the people responsible for generating revenue, the sales folks are the big dogs, or lead dogs, of the company. I want people to understand that anything less than conÂ < previous page < previous page page_30 page_31 next page > next page > Page 31 Sales Professional's Hot Tip #3 Plan Your Day. Time is your greatest asset in business, and managing time well is one of the foundations for sales success. That's because selling is always a race against timeto get in an extra call or two a day or to beat competitors to the punch.
D. Interview System zeros in on the specific benefits your prospects need. Once you have identified, ranked, and explored the important issues facing your prospect, ask open-ended questions to uncover problems with the present situation. Identify the benefits she desires. These will become opportunities for you. Best Tip Find out who your competition for the business is and if they can offer the prospect anything that you can't. Probe to determine if the prospect is evaluating other alternatives.
Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo