By Barry J Farber
Contains counsel, instruments and costs from enormous quantities of interviews carried out with shoppers to determine what salespeople have been doing correct and mistaken. Paper. DLC: promoting.
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Extra info for Sales Secrets from Your Customers (State of the Art Selling)
Page 15 Much of what these customers say is the same thing spoken in the varying languages of the industries in which they work. What that means is that there are fundamental rights and wrongs, dos and don'ts that the most successful reps already follow, and those who want to be successful should learn to follow. What all the customers are really saying is this: Find out what my business is. Then tell me how your product or service can help me run my business better. The goal of many unsuccessful sales reps is to sell their productto absorb their product's features, functions and benefits, then spit them back into the customer's lap and expect him to be happy about it.
Tell them what you're going to tell them. Let your customers know what you're going to talk about and why it's going to be important to them. " 2. Tell them. Go through your presentation, following the outline you proposed above. Page 32 3. Test them on what you've told them. Ask questions that will get you feedback. You want to know: Is the presentation hitting home? Does it make sense? Is it addressing their criteria? 4. Tell them what you've told them. Summarize your ideas so that the presentation is focused and complete.
8. " They dislike compulsive talkers. They described the "Gift of Gab" as boring. " 9. Energy. They are impressed by a positive attitude, enthusiasm, affability, consistency and flexibility. 9. Problem avoiders. Salespeople who go to pieces in a crisis, those with no clout and who are afraid of their principles. 10. Honesty. They want specifics instead of generalities. They look for personal integrity. 10. Lack of personal respect. They resent people who go to other people in the company without their knowledge.
Sales Secrets from Your Customers (State of the Art Selling) by Barry J Farber