By Jack Cullen, Len Dinnocenzo
The simplest salespeople offer strategies that construct belief and credibility, instead of counting on tips and manipulation. This consultant explains the way to create that belief, in addition to the right way to behavior customer-focused interviews, bring remarkable 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 resources for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)
Asked the Agile Manager. "I really don't know. The technical capabilities seemed of great interest to the information-systems guys. They were really excited Â < previous page < previous page page_46 page_47 next page > next page > Page 47 about seeing our newest bells and whistles. " "Can't say for sure," said Bob. The Agile Manager was shocked that he had no clear understanding of the prospect's needs and objectives. Bob was going to talk a lot about product features and functions hoping, along the way, to identify benefits to the prospect.
Some of these answers included earning the respect of peers, getting a promotion or bonus, keeping their current position as opposed to being terminated, and, quite often, "getting a life"free time! The one common trait among all the hundreds of times the Agile Manager had asked the dream question was how people really opened up once he had established credibility and trust. As a result, he was in a much better position to help prospective customers get what they wanted. He remembered in particular calling on the president of a small foundry.
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.