By Barry J. Farber
Concise reference for the professional professional. filled with checklists, motion plans and encouraging rates for each level of the revenues procedure. Paper. DLC: promoting.
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Additional resources for Superstar Sales Secrets (State of the Art Selling)
Sample text
Call the Chamber of Commerce for your territory and ask for a directory. This will usually provide a listing of businesses as well as basic facts about what they do, the number of people they employ and names of key executives. Page 54 The Art of Asking Questions Selling is not a one-size-fits-all process. Every prospect's needs, challenges, problems, budget and decision-making process is unique. Therefore, every sale must be designed and customized to fit that prospect's needs. There is only one way to find out what those needs are, and that is by asking questions.
If you think you've heard this before, you have. But it's often the best way get into a company, because the "gatekeeper" has not yet arrived, or has gone for the day. , you just might run into a sales manager, or even the business owner. They'll appreciate the fact that you're working after normal business hours; therefore you've already got one factor working in your favorcredibility. And they may have more time to see you than they would during normal business hours. No matter who you see at the front door, try to make them smile.
I'd like to share 10 or 15 minutes with you next Tuesday to see if we can do the same for you. m. " Page 30 Remember, you're sharing the time with the customer, not taking it from him. m. m. Everything that happens during a telemarketing call should lead towards your ultimate goal: laying the foundation for a solid relationship with that client. Telemarketing Checklist Plan and strategize. Do your homework before you pick up the phone. Do you know who you're calling? Are you clear about your objectives?