By Jack Cullen, Len Dinnocenzo
The simplest salespeople offer ideas that construct belief and credibility, instead of hoping on methods and manipulation. This advisor explains tips to create that belief, in addition to how one can behavior customer-focused interviews, convey extraordinary 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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Extra info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
Examines information or documentation carefully. ℜ• Becomes relaxed, friendly, and demonstrates open body language. ℜ• Begins nodding up and down quickly at what you say. ℜ• Begins asking you for price concessions or special services. ℜ• Brings in an associate to review your documentation. 56 57 ℜ• Asks you to repeat answers to questions about terms, products, programs, and services. Try a Trial Close Some salespeople get so caught up in the presentation that they miss orworseignore the prospect's buying signals.
56 57 ℜ• Asks you to repeat answers to questions about terms, products, programs, and services. Try a Trial Close Some salespeople get so caught up in the presentation that they miss orworseignore the prospect's buying signals. That's a shame. How many times have you heard about a rep who has "talked himself out of the sale"? Best Tip Encourage questions, and secure agreement with your views and ideas at critical points in the presentation. Whenever you get a buying signal from a prospect, follow up immediately with a trial close.
All of them had much happier endings than the first one he observed. M. demonstration. There he found someone in the midst of cleaning up a mess that had been left by the last user of the room. "Hi, I'm Bob Smith," said the man. He was the salesperson the Agile Manager would observe. The Agile Manager shook his hand and said, "You have quite a mess here. Let me help you out. " "The biggest bank in the region," replied Bob. "We'll have four people in. One of them is the decision maker. " "What are they really interested in?
Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo