101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth PDF

By Patrick Forsyth

ISBN-10: 0749419857

ISBN-13: 9780749419851

Grouped into logical sections, this article info the right way to get purchasers to assert definite, comprehend shopper wishes, create the perfect impact and achieve dedication.

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Extra info for 101 Ways to Increase Your Sales (101 Ways Series

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So it is with others and ourselves. You should therefore give no excuse for the wrong impression to be formed about you. This links back to preparation. If you are well - prepared then you should be more confident, better able to make a good start. This is not a question of gimmicks or an overdone approach, but of being business-like and aware of the need for everything to go well early on – having such an intention is the first step to achieving it. Things like a greeting, links to previous conversations, and stating a clear, benefit orientated reason for calling, all help (the concept of benefits and their use is dealt with in detail later).

2. Problem Questions: these start to show what area of activity the product or service being reviewed is to fit in with. 3. Implication Questions: these pursue the point raised at the previous level to see exactly what the results of any purchase will be. 4. Need Questions: this is where you want to be, focusing on the need. An example makes the principle clearer. Imagine the beginnings of a conversation between someone selling business travel and a possible client: questions like "What destinations do you travel to most often?

Avoid pressure tactics. Do not say too much during the opening moments of an interview. Let them `size you up' for themselves, and do not cloud their picture of you by being flashy, brash or pushy. Some small talk is recommended. Do not expect to make a sale on your first visit to these people. Position yourself as an adviser. How to open a sale with type 3 (accommodating/warm) customers • • • • • • Expect a warm welcome, but understand that these people welcome everyone: their warmth does not necessarily mean you are particularly special.

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101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth


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