Download 101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth PDF
By Patrick Forsyth
Grouped into logical sections, this article information the best way to get purchasers to claim certain, comprehend consumer wishes, create the appropriate effect and achieve dedication.
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Extra info for 101 Ways to Increase Your Sales (101 Ways Series
Sample text
Secondly, one technique that works well in many kinds of selling is to suggest an agenda for the meeting. This does not need to be stated as more than a helpful suggestion. It can be modified in discussion, but once agreed it allows you to proceed very much along the lines that suit you, indeed it provides an element of control throughout the meeting as you refer back to it and move on to the next stage. The early part of any meeting is a key stage both to your confidence, you feel and thus operate better if you get off to a good start, and to the control and direction of the meeting.
Many kinds of selling have, or can benefit from having, an advisory connotation, and this may be something that customers demand or appreciate when it is offered. You may be advising on what, from your range of products you feel is most suitable for the customer, or you may be acting as a problem solver, analysing some aspect of your customer's business and making recommendations linked to your product. In either case empathy is a necessary part of the process. For example, someone selling computer systems is very much in this last category, and someone selling computer stationary can be, by selling smooth operation and efficiency rather than simply refilling the stationary cupboard.
In many cultures the image of the sales person is not exactly as we might wish it. We want it seen as professional, at worst the customer views the salesman with suspicion, seeing him as a low level, unprofessional conmerchant who will use any trick to sell even inappropriate goods to the unwary if it will swell his commission. The historic reasons for this do not really matter, for the most part such an image is actually long outdated, if it does linger on your job is simply to dispel it. A number of things can be done to help and will be referred to in this book, one is certainly the concept of working with the customer.