New PDF release: High Performance Selling: Advice, Tatics, and Tools : The

By Terry Beck

ISBN-10: 0585475083

ISBN-13: 9780585475080

ISBN-10: 1564145522

ISBN-13: 9781564145529

Excessive functionality promoting gives you a thought-provoking, occasionally unconventional, and regularly sensible advisor for brand new salespeople. Written if you are only beginning their first revenues occupation, in addition to for veteran dealers, this e-book will enhance a salesperson's skill to: -Get encouraged. -Penetrate objective money owed. -Discover and strengthen possibilities. -Build relationships. -Shorten the customer's paying for cycle. -Handle objections and achieve dedication. -Win opposed to pageant through positioning and influencing paying for standards.

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Extra info for High Performance Selling: Advice, Tatics, and Tools : The Complete Guide to Sales Success

Example text

Well, I tried very hard to be "smooth" and "slick" at that sales call. In fact, I was trying so hard to be different, that I really couldn't concentrate on anything else. In the process I tuned out the customer, the conversation, and my focus on the sale—all in an effort to come off sounding like somebody I wasn't. My sales manager basically took over the call as I sat floundering over what I should or should not be saying. It was a disaster! But it didn't end there! I had a lot of respect for my sales manager, so I tried repeatedly to adapt my selling style according to his opinion.

The truth is, sellers' ability to understand and influence the buying cycle is infinitely more important than their understanding of their selling cycle. Why? Because buyers are the ones who buy, that's why. Let me give you an example. If you go to your customer to explore needs (a step in the selling cycle that all sales reps know about), but you fail to recognize that your customer is shopping for a solution (a step in their buying cycle) to satisfy needs that they have already identified, there is a good chance that your customer will get annoyed by your probing questions.

I'm not sure I understand. " Page 26 Try this! First, go to your local video store, and rent a Columbo movie (my personal favorite is Murder by the Book). Now, I challenge you to come up with five short "curiosity" questions that could apply to any of your target customers (and that Columbo would be proud of). Obviously, you are not looking to solve a murder here, but you are looking to make a sale. Therefore, the goal of each question is to get your customer talking in detail about problems in their operation—problems that your product or service will fix and that will lead you to a sale.

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High Performance Selling: Advice, Tatics, and Tools : The Complete Guide to Sales Success by Terry Beck

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