Download Agile Manager's Guide to Customer-Focused Selling (The agile by Jack Cullen, Len Dinnocenzo PDF

By Jack Cullen, Len Dinnocenzo

The easiest salespeople offer suggestions that construct belief and credibility, instead of counting on tips and manipulation. This advisor explains how you can create that belief, in addition to easy methods to behavior customer-focused interviews, bring impressive 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)

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It is especially important to remember not to turn a committee sales demonstration into a lecture. It's critical to involve actively all the members of the committee. To accomplish this, be sure you conduct a customer-focused sales interview with each member of the committee before you make a presentation. While this means you have to do a lot more  < previous page < previous page page_55 page_56 next page > next page > Page 56 Sales Professional's Hot Tip #6 Have Lunch with Customers/Prospects.

It focuses people better. 2. D. 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.

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. For example, a general manager might select improving productivity as a top priority. Probe to see what makes that issue so important. You'll also want to know exactly what improving productivity means to that person.

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