By Jack Cullen, Len Dinnocenzo
The easiest salespeople offer ideas that construct belief and credibility, instead of counting on methods and manipulation. This consultant explains tips to create that belief, in addition to how you can behavior customer-focused interviews, carry extraordinary proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this ebook aside.
Read Online or Download Agile Manager's Guide to Customer-Focused Selling (The agile manager series) PDF
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Extra info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
When you see a buying signal, finish what you are doing and close the sale. Prospects can signal they are ready to buy in many ways. They can signal "Okay, I'm sold," with body language, the questions they ask, and their actions. Be observant and recognize buying signals whenever they occur. Some of the more distinctive buying signals are when the prospect: ℜ• Reads your proposal's terms and conditions carefully. ℜ• Examines information or documentation carefully. ℜ• Becomes relaxed, friendly, and demonstrates open body language.
Relate everything to the prospect's interests, needs, priorities, and dreams. Structure your proposal or presentation as follows: I. The prospect's major issues, needs, goals, and priorities. II. Your approach to providing a solution III. The features and functions of your approach. IV. How the benefits of your approach satisfy the prospect's interests, needs, priorities, and dreams. V. Incremental benefits from additional features that are included with your approach. Checklist for Effective Presentations Sales demonstrations and presentations vary a great deal, depending on the audience.
8. Allow time for the prospect to digest and verify your data. Avoid special offers good for a limited time only. 9. Prove your case with solid, tangible evidence. 10. Persuade prospects by comparing the important benefits of your proposition to those of your competition. Power words to use with careful, analytical people Analyze Quality Sensible Planning Best available Tested Cautious Think Logical Detailed Critical Proven Research Reengineered 53 54 Sell to Committees The same principles apply when you demonstrate or present to committees as when you deal with individuals.