By Jack Cullen, Len Dinnocenzo
The simplest salespeople offer strategies that construct belief and credibility, instead of hoping on tips and manipulation. This advisor explains how one can create that belief, in addition to tips on how to behavior customer-focused interviews, bring extraordinary proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this ebook aside.
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Extra resources for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
Most likely, you didn't properly prepare to address the prospect's real needs. Never forget: The prospect decides whether a presentation is excellent or not. What you think is immaterial. For a demonstration to be really effective, it must do more than make the sales team feel good. It must cause the prospect to take positive action. A value-added solution, remember, distinguishes you from the competition. If you gather the right information, you will be able to provide answers to the key issues the prospect feels are important.
You can often ask the question during the first meeting. And sometimes it takes several encounters with a prospect before the time is right. D. interview and still get to the personal win at another time. Tie It All Together Once you have confirmed the Facts, identified Important Issues, uncovered Needs, and explored your prospect's Dreams, what do you do next? Some salespeople may want to present a solution right away. Though there are times this may be appropriate, we don't recommend it. Generally, the customer-focused sale requires you to go back to your office and study the information you've just uncovered.
Keep it relevant. ℜ• Keep it interesting. ℜ• Relate everything to the prospect's interests, needs, priorities, and dreams. Structure your proposal or presentation as follows: I. The prospect's major issues, needs, goals, and priorities. II. Your approach to providing a solution III. The features and functions of your approach. IV. How the benefits of your approach satisfy the prospect's interests, needs, priorities, and dreams. V. Incremental benefits from additional features that are included with your approach.
Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo