Call 212 683 1834 or email Mark@SalesTrainingandDevelopment.com and get your free report: "RADAR – The Pieces of a Successful
Selling Relationship".
The biggest mistake beginning sales people make is that they
get in the door and are dying to tell their prospect about
their product. They have so much product knowledge that they
are eager to share it, that they forget to find out what is
relevant to the prospects.
This is a mistake because you can't sell unless you understand
your prospect's needs. This is indeed a crucial element of
convincing a prospect that you are someone they can trust
and work with.
Listening to your customers and establish rapport will enable
you to discover their needs and thus to provide them the most
suitable solution to their problem.
Your reps should therefore always be friendly and interested
in what the prospects has to say. Reps should not only try
to sell but they should also focus on developing relationships.
Remember, all things being equal, people do business with
friends and people they like. Even when products or services
are not equal, business is still more often done with people
who are pleasant to deal with.
Also, keep in mind that offering a service is not enough. You must
state your offer in a way that fills the need that your
prospect has expressed. When you can position yourself as
someone who is serving the specific need expressed by the
prospects, you become much more essential to the customer.
Call 212 683 1834 or email Mark@SalesTrainingandDevelopment.com and get your free report: "RADAR – The Pieces of a Successful
Selling Relationship".
To get free articles that go into even greater detail click on: http://aaatrainingforsuccess.com/
Sincerely,
Mark Anthony
President, Training For Success
347 5th Avenue
New York, NY 10016
212 683 1834
Mark@SalesTrainingandDevelopment.com
http://aaatrainingforsuccess.com/
http://www.salestraininganddevelopment.com/