Step 7-8 about How To Sell More: Chapter Three

June 23rd, 2010

This is the seven and eight step to selling more, after we write step 1 to 3 and 4 to 6 about how to sell more.
7. HOW TO BEGIN WITH THE RIGHT FOOT?
The secret is in asking the correct questions to the beginning and the end of the conversation that you have with a client. Thank for the time that has given you and later ask: “Only for curiosity, why did it accept this appointment?” Most will count you about the experiences lived with different products and companies. You only concentrate on listening. This fact will demonstrate that, on one hand, you have interest, while you will obtain valuable information and the communication channel will be open for when it is your opportunity to expose your proposals.
8. ASK THE CORRECT QUESTIONS
A common error is to question the clients in an incisive way. For example: How objective he would like to reach in their company? Although you receive answer, maybe be not completely true. Another mistake is to ask: is it satisfied with the sales of their business? The answer will be “yes” or “not”, finishing of cut with the conversation. On the other hand, it contemplates this position: “With base in their experience, what do tools, allies or resources need to increase their sales?” The query is direct and leaves the “open” answer, inviting the consumer to share all that has in mind. Prevent these situations and get ready before an appointment. The client will feel that they are in front of an expert able to offer an excellence service.