By Richard Denny
Richard Denny is the ‘godfather of salesmanship’ and writer of the vintage revenues textual content promoting to Win. As an inspirational enterprise speaker he has helped hundreds of thousands of salespeople turn into excessive flyers. Now his tremendous wisdom and adventure is distilled during this concise new title.Successful promoting abilities is effective examining for either these new to revenues and people who have to refresh their abilities. In his precise, available type Denny analyzes the most important features of promoting, equivalent to constructing the best perspective and motivation, exhibiting product wisdom, deciding on detailed promoting Propositions, the vintage revenues presentation, negotiating, dealing with objections and shutting a sale.
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Extra info for Successful Selling Skills (Creating Success)
Sample text
Jargon and abbreviations should be used only when you know for certain that your prospect understands and/or uses similar phraseology. Read the person Really professional sales people realise the importance of body language, so I recommend that if you are unfamiliar with this subject you read up on it. Apparently there are 750,000 body language signals. There are 15,000 from the face alone. When the spoken word is in conflict with the body language, the body language will be the true reflection of thought.
This can be divided into two main categories: B2B, in other words business transacted on business premises, and home sales, ie business transacted in the home. The main purpose of this chapter is to give advice for the sales person to get B2B appointments. I am not going to cover appointment making for home sales, as most of these are not cold appointments. They start with an enquiry and then the sales person makes the appointment on the back of the enquiry. I will, however, cover just one or two key points that are very important for those readers who are involved in home sales.
The list here is endless. The good sales person will always think on behalf of the customer. This is not pressurised selling but is giving your customers the chance to make the decision for themselves on items that perhaps they had not thought of or did not know existed. ■ Product knowledge. Now this is so obvious and important, but it is all too common (and very irritating) to find that sales people lack knowledge of their products. No doubt you have experienced sales people, perhaps in one of the multiple electrical outlets, who have read the information off the display card, as opposed to imparting accurate information about the product that you may be interested in.
