By Eric Barron
DK crucial Managers: Selling is the visible consultant that offers you the entire information you have to be a more suitable supervisor.
Now newly up to date with an all-new picture method of explaining key innovations and talents, the best-selling DK crucial Managers: Selling features:
- A useful, "how-to" method teaches you the data and talents to succeed.
- Step-by-step directions, guidance, checklists, and "Ask your self" features.
- Tables, illustrations, "in-focus" panels, and real-life case studies.
Learn to talk persuasively, enthuse your viewers, and promote with self belief with DK crucial Managers: Selling.
About DK crucial Managers: The DK crucial Managers sequence covers various company and administration issues and feature bought greater than 1.9 million copies around the world. every one advisor is obviously awarded for ease of reference, with visible guidelines, information, and images. The convenient pocket layout slips simply right into a briefcase or portfolio.
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Extra resources for Selling (DK Essential Managers)
Example text
Benefits explain how the product helps—why it is important to the client and how it addresses their needs. Benefits set out to the customer the value of the item being discussed and why it is in their interests to purchase it. Using features and benefits 43 Selling the benefits People make the decision to buy things because of their benefits rather than their features. However, most salespeople are more comfortable talking about features than benefits. It’s not hard to see why. Features are facts and hard to debate.
At other times, however, the objection truly is all about price. In instances where the buyer is making his or her decision on price alone, there may be little leeway for negotiation, and you may choose to walk away from the relationship. Preempting the objection If you have undergone a thorough needs determination, when you make a recommendation your customer should not be surprised or shocked about the price. Needs determination should include a discussion of what the customer is currently paying or expects to pay.
S in the 30 Understanding the needs of customers Questioning for needs Of all the skills demanded of a successful salesperson, questioning remains the most important. This is simply because you can’t hope to understand a customer’s needs without asking questions in a thoughtful, credible, and sensitive way. Running the session When you question a customer at a sales meeting, you need to keep the session light—think of it as an open discussion rather than an interrogation. Comfortable customers invariably reveal more— and more useful—information.