By Jack Cullen, Len Dinnocenzo
The simplest salespeople supply options that construct belief and credibility, instead of counting on tips and manipulation. This consultant explains the right way to create that belief, in addition to tips to behavior customer-focused interviews, carry awesome proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this e-book aside.
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Additional resources for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
Probes are sentences that begin with action verbs like give, describe, tell, talk, and explain. Probes can be used as conversation starters, to uncover a person's feelings and values, or to reveal general information. Probes ask your listener to provide you with background information and their feelings on a subject. Questions are more direct than probes. They ask the listener for specific information on a subject. Questions can also identify customer wants, needs, dreams, goals, and a personal win.
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. 10. Persuade prospects by comparing the important benefits of your proposition to those of your competition. Power words to use with careful, analytical people Analyze Quality Sensible Planning Best available Tested Cautious Think Logical Detailed Critical Proven Research Reengineered 53 54 Sell to Committees The same principles apply when you demonstrate or present to committees as when you deal with individuals.
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. ") If he does, probe to see which issues are most important, why, and what they mean to the business.