By Rob Yeung
A guide at the paintings of promoting. in keeping with the foundations of ''facilitative selling'', it exhibits the reader find out how to query their shoppers, comprehend their wishes and support them to make the best procuring judgements.
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The following tips may also help you to demonstrate that you are listening and interested: eye contact. If you do take ~ Maintain notes, try to master the art of doing it without looking down. Keeping eye contact with people is a good way to show that you are interested in what they have to say. Looking at your notes could be misinterpreted by some customers as not being interested. occasionally. Nods of the head show ~ Nod that you either understand or agree with what the customer is saying. affirmatory noises.
Once you get used to observing customers’ body language, you can start to match their body language as well. Matching body language is all part of the subtle ways in which people develop a rapport with each other. Luckily for you, it’s a skill that can be learnt: by watching people and learn to ~ Start recognise natural rapport when you see others getting on well with each other. will often notice that they are both sat ~ You in similar positions, or have their legs or arms crossed at the same time.
Only then is it time to talk about what you can do for them. In order to persuade your customers to choose you rather than anyone else, you need to demonstrate that your services have features and benefits that meet each and every one of their needs. But it’s easy to 56 Anyone Can Sell confuse customers with jargon or technical explanations. So make sure that you use plain English to make yourself understood. Sometimes customers want more than just an informal discussion. They might need a written proposal to help decide whether to use your services or not.