Download e-book for kindle: Agile Manager's Guide to Customer-Focused Selling (The agile by Jack Cullen, Len Dinnocenzo

By Jack Cullen, Len Dinnocenzo

ISBN-10: 1580990126

ISBN-13: 9781580990127

The easiest salespeople offer options that construct belief and credibility, instead of hoping on tips and manipulation. This advisor explains find out how to create that belief, in addition to the way 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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Extra info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)

Example text

2. Be straightforward and direct. Don't get too personal. 3. Include support materials at all critical points. 4. Take your time. Expect lots of questions and a longer decision-making process. 5. Provide both the pros and cons of your recommendations. 6. Offer multiple choices and provide the pluses and minuses of each. 7. Have a schedule for implementing the solution. 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.

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  < 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.

Interview System, you focus on exploring the issues that are most important to your prospect. ) Come into the interview armed with a list of likely candidates, like reduced costs, higher productivity, etc. And refer to the same issues you mentioned when prospecting. After all, you created interest with those issues and got the appointment. Begin phase two by talking about these issues in a general sense. Then ask a closed-ended question to see if your prospect agrees. ") If he does, probe to see which issues are most important, why, and what they mean to the business.

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Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo


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