ВЂњI've been promoting a similar easy product to a similar shoppers for over 10 years. I watched your video and it became my considering upside down!...And bet what?? i used to be my company's most sensible revenues Performer!вЂќ --Linda Jamison, nationwide Account supervisor, Time Warner publication workforce Brian Sullivan is an award-winning salesclerk and probably the most renowned and sought-after revenues and management running shoes. His high-energy, no-nonsense, interactive seminars at the unique promoting formulation became one of many most popular education classes in revenues. established round the idea so you might вЂњSay less...while promoting more,вЂќ Sullivan teaches salespeople tips to execute the appropriate promoting formulation in exactly 20 days. they're going to additionally the right way to: --Lead their corporation in revenues --Be silly to make silly titanic funds --Create a posture that draws clients --Evaluate revenues functionality after each name
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How Can You Remember These Questions? I know what you are thinking by now. How can you remember all the questioning techniques above? And even if you can remember all of them, the when and how to use them in a sales call may be eluding you. Don’t sweat it. You don’t have to remember every type of question listed. In a later chapter, I plan to show you a specific questioning order that will be easy to remember! So why did I even mention them? I mentioned them because I am trying to lay a foundation of questioning skills that will be helpful later in the PRECISE Actions.
In fact, I often have to slap myself for doing it. But I am not alone. I have seen many fine sales reps ask a question, fake like they are listening, and then go on with their story as if the customer never moved his lips. While these sales reps were off in La-La Land, all they were hearing from their customers was what Charlie Brown used to hear on the telephone when his grandmother would call (Waaa, Waaa, Waaaaaaaa…Waa Wa). The customer’s lips are moving, but the sales rep hears nothing, and therefore misses critical clues that just might be needed.
Wrap-Up While the basic principles of listening and taking notes as discussed in this chapter seem like common sense, these are two skills that do not come naturally for many of us. We like being the “star” of the sales show and enjoy the feeling of total control in the call. But it is by forcing ourselves to listen—I mean truly listen—that we can reveal our true intent: to provide the customer with a “five-star” selling experience. And by forcing ourselves to take notes, we show our customers that we care enough about what they say to make sure we pay attention to every detail they give us.