By Jack Cullen, Len Dinnocenzo
The easiest salespeople supply ideas that construct belief and credibility, instead of counting on methods and manipulation. This advisor explains the right way to create that belief, in addition to find out how to behavior customer-focused interviews, carry amazing 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)
Three minutes into the first meeting, the hotel sales person disappeared into the back office, checked the calendar, and came back looking as though he had lost a best friend. He said, "Gee, I'm sorry we don't have those dates available. " "Nope," said the Agile Manager, and he ended the meeting abruptly. The second meeting ended prematurely for the same reason. Â < previous page < previous page 30 page_29 page_3 next page > next page > 31 Page 3 The Agile Manager's Guide to Customer-Focused Selling By Len D'Innocenzo and Jack Cullen Â < previous page < previous page page_3 page_30 next page > next page > Page 30 At the third hotel, the Agile Manager found a salesperson who took a completely different approach.
The Agile Manager intervened and apologized for the debacle. Eventually, Les did get the contract signed. Unfortunately, his wife never got to use the items purchased, for there was no trip to Hawaii. Not only did Les not qualify for the incentive reward, but the new fiscal year's commission plan resulted in his receiving only two-thirds of the money he would have received if he had only responded to a simple question with a direct answer. Stalls, seeming indifference, and objections are normal in the sales process.
That's a great way to build a foundation of credibility and trust. This alone results in fewer objections. More important, the objections you get will usually be real concerns and not smoke screens. Best Tip Earn the trust of your prospects. That eliminates many objections and makes those you face easier to handle. Nevertheless, every salesperson needs to be ready for an objection at any time. Objections can be very different. Often, a salesperson may confuse a simple question with an objection.
Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo