By Jeffrey H. Gitomer, Ron Zemke
A part of a chain for salespeople, adapting the winning "knock your socks off" formulation for wowing consumers right into a process for successful revenues. It covers either simple talents, reminiscent of networking and producing leads, and complex themes akin to expanding a customer's convenience point.
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Extra info for Knock your socks off selling
And they Page 2 don't always say thank-you when you help them solve a problem or fix an erroreven when they caused the problem in the first place. And sometimes the distance between Sale A and Sale B can seem an awfully long and twisted trail. Selling for a living is not for the faint of heart. Chapters 1 through 3 are your opportunity to answer three questions: 1. If so, what sort of a salesperson do I want to be? 2. Is Knock Your Socks Off Selling for me? 3. Where am I in my development as a sales professional?
Helping customers achieve their business objectives. Consultative selling has an element of faith and trust in it. There is an implicit belief on the part of the consultative salesperson that if he or she is seen as not just selling, but as helping the customer meet his or her business needs, the customer will bring business to the salesperson. Does this quid quo pro always work out? No. There are indeed customers who aren't fair and who see no obligation to the salesperson who puts the customer's needs first.
There are two major approaches to selling you should consider; two ways of looking at the job of salesperson. One is the sales rep approach, which is characterized by finding prospects and making presentations. The other approach is consultative selling, which is characterized by uncovering needs, building relationships, and solving problem for customers. Consultative selling is at the heart of the Knock Your Socks Off Selling philosophy. Whether you choose to follow that path is a personal decisionand one you should consider seriously.