Agile Manager's Guide to Customer-Focused Selling (The agile by Jack Cullen, Len Dinnocenzo PDF

By Jack Cullen, Len Dinnocenzo

ISBN-10: 1580990126

ISBN-13: 9781580990127

The easiest salespeople supply recommendations that construct belief and credibility, instead of hoping on tips and manipulation. This advisor explains the right way to create that belief, in addition to how one can behavior customer-focused interviews, carry striking proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this publication aside.

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Additional resources for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)

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8. Get the prospect's agreement on critical issuesespecially the need for ''orderly" change. 9. Justify your ideas with hard facts. 10. Persuade by summarizing the important benefits of your proposed solutions. Power words to use with systematic, security-minded people: Secure 52 Stable Process Measurements 53 Procedures Cooperate Back-up plan Responsive Participate First, second, third System Safe Plan for problem solving Teamwork Plan for problem anticipation Plan for problem resolution Conscientiousness Style Those of this style tend to be careful and analytical.

When to Ask the "Dream" Question. When asking about personal dreams, make sure your prospect is the only one from the organization present. That way he can speak freely. But wait until you feel you've established credibility and trust. Your gut will tell you when you've achieved this position. Some people will provide the information without being asked. You can often ask the question during the first meeting. And sometimes it takes several encounters with a prospect before the time is right.

The Agile Manager was impressed with the questions she asked, especially the ones about what had worked well and not so well at past sales meetings he'd attended. " Now here's an effective salesperson, thought the Agile Manager. None of the other two cared about what I believe to be the keys to a successful meeting. And she hasn't even yet asked me about numbers or dates. The hotel salesperson then said, "From my experience working with other sales executives in planning meetings like this, I know they usually have specific objectives they're trying to achieve.

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Agile Manager's Guide to Customer-Focused Selling (The agile manager series) by Jack Cullen, Len Dinnocenzo

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