By Richard Hession
Designed for the person, this useful textual content offers suggestions for revenues good fortune built from a UK-centred point of view. It contains chapters on: perfecting a revenues procedure; studying the artwork of negotiation; maintaining the initiative; and out-doing rivals.
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Additional info for Be a Great Salesperson: Powerful Techniques to Make That Sale and Boost Your Career
Poor presentation Poor product presentation or handling can raise a genuine objection in the mind of the customer. If you say your product is easy to use, make sure you show it in demonstration! Too technical an explanation It’s easy to forget you’re a specialist when it comes to your own product and its application. You may well be among people who are also specialist in their own particular fields, but don’t assume they have the same technical understanding of your product and its application.
At the same time, don’t take it for granted they know what you’re talking about and are following the point you’re trying to make. If there’s the slightest doubt, qualify your comment with: ‘. . which, as you most likely know, means that . ’ or ‘. . which you’ve probably come across before . ’ Watch for any signs of agreement or doubt. Look at the customer’s eyes, gauge their mood, observe the way they’re sitting. Obtain their agreement as you go along so that you’ve got the green light to continue with your presentation.
They’ll be more impressed if you tell them what the product will do for them – its benefits. For example: ‘You will find that . ’ or ‘You will see that . ’ Don’t talk down to customers or lecture them. At the same time, don’t take it for granted they know what you’re talking about and are following the point you’re trying to make. If there’s the slightest doubt, qualify your comment with: ‘. . which, as you most likely know, means that . ’ or ‘. . which you’ve probably come across before . ’ Watch for any signs of agreement or doubt.