The most successful salespeople, once they have identified a key prospect, take as much time as is necessary to establish trust with that client. They ask good questions and listen closely to the answers. They lean forward and take careful notes. They seek to understand the customer’s situation and needs before they make any attempt to talk about their product or service.
The rule is this. “If the customer likes you and trusts you, the details will not get in the way of the sale. If the prospect however, is neutral toward you, or even worse, negative, the details will trip you up every step of the way.”
Here’s an interesting point: the more competent and confident you are in asking for the order at the end of the sales presentation, the more motivated and positive you are about prospecting at the beginning of the sales process.
Culled from Million Dollar Habits by Brian Tracy
Abdulkareem,Taoheedah Kehinde
Comments
Post a Comment