![]() The book also introduces “Self-Managed Selling” and “One Minute Goals” so that salespeople can focus on their key goals and what’s really important in an effort to make their role a lot easier and less stressful, but are equally beneficial to sales managers as they encourage self-management. Questioning and listening skills are also touched upon. ![]() Buyer’s like to feel that they’re in control and sellers should “suggest a course of action that will result in maximum opportunity for them to gain with the minimum risk.”Īlso briefly mentioned are the four common reasons that prospects/customers don’t buy and ways that these can be potentially overcome. People also buy for their reasons and not yours and they like to feel good about what they buy. Key takeaways are people hate to be sold to, but they love to buy. Sellers need to understand and communicate the advantages of their product/service, and how the features and benefits of their product combine to solve a problem for the customer. The power of positivity is emphasised and sellers are encouraged to envisage things before the sale to see things from the buyer’s perspective including “seeing” the other person using and benefiting from the product and feeling good about it. At worst, it gives you the opportunity to put things right and ensure complete customer satisfaction. One useful tip mentioned is the importance of contacting customers you’ve helped after the sale to ensure if they are happy. A seller’s goal should be to gain customer trust which will hopefully lead to referrals and repeat business. They should help them, care about them, and add value to them. Salespeople should treat every customer differently. The simple message in this book is that behind every sale there is a person, and that prospects and customers should be treated as such. He therefore seeks the help and guidance of a legendary salesman - The One Minute Salesperson. ![]() Written as a story, it describes a typical salesperson who is struggling with having to close so many sales a month, visible targets, long working hours, poor time management, being unprepared, fear of rejection, stagnant sales figures and the related stress that goes with all these things. ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |