By Jack Cullen, Len Dinnocenzo
The easiest salespeople offer suggestions that construct belief and credibility, instead of hoping on tips and manipulation. This consultant explains the way to create that belief, in addition to find out how to behavior customer-focused interviews, convey striking proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this publication aside.
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Additional info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
5. Be more proactive. Let people know when you're available to meet and give them options. Â < previous page < previous page page_50 page_51 next page > next page > Page 51 5. Customize your presentation to your prospect. 6. Use literature and visual aids when appropriatebut don't start by passing out brochures! You want the prospect to focus on you. Pass out brochures later. Best Tip Present a complete solution customized precisely to the needs of your prospect. 7. Speak the prospect's language by tying your ideas and solutions to his specific situation.
Department manager? ). Whenever you can, have a friend or acquaintance introduce you to a prospect. Â < previous page < previous page page_28 page_29 next page > next page > Page 29 Chapter Three Conduct a Customer-Focused Interview The Agile Sales Manager was planning a sales meeting involving the entire sales team. The company's meeting coordinator did some preliminary legwork by checking out a dozen different hotels. She recommended that the Agile Manager visit three of them in particular. When he visited the first two, he found that each was very much product-focused in their sales approaches.
As the Agile Manager explained these needs in great detail, she took notes. " "Well," said the Agile Manager, "the company has a bonus plan that pays out if revenue objectives are met during a year. Unfortunately, those bonuses weren't paid last year. If we could turn things around, starting with this kickoff meeting, we'd be on Â < previous page < previous page page_31 page_32 next page > next page > Page 32 our way to getting those year-end bonuses. " "I really hope I have an opportunity to work with you on this project," said the salesperson warmly.