Download The Sales Success Handbook: 20 Lessons to Open and Close by Linda Richardson PDF

By Linda Richardson

THE MCGRAW-HILL specialist schooling SERIES

These fast reads, in accordance with McGraw-Hill bestsellers, are designed to fulfill the wishes of busy humans. Titles within the sequence concentrate on every one book's major topics and motion rules, lowered to a potential web page count number for on-the-go readers.

A six-step application for listening to and figuring out consumers' wishes, after which promoting recommendations rather than products.

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Read or Download The Sales Success Handbook: 20 Lessons to Open and Close Sales Now (The McGraw-Hill Professional Education Series) PDF

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Additional info for The Sales Success Handbook: 20 Lessons to Open and Close Sales Now (The McGraw-Hill Professional Education Series)

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Don’t let more than 12 hours elapse without a response. Be more responsive than your competitors and/or your own colleagues. Check your voice mail every three hours and update it as necessary. Most important, follow up when promised—ahead of time is even better. Keep customers posted. If something will be late, call the customer before he or she calls you. Alert customers to delays, apologize, and tell specifically what you will do and what the next step will be. Show concern and a sense of urgency.

Listening is one of the six critical skills essential to an effective dialogue. In fact, when we ask top salespeople about their skills and how they sell, the majority rate listening as their strongest skill. 21 Copyright 2003 by Linda Richardson. Click Here for Terms of Use. Ambiguous words can hold the key to understanding the customer’s needs and criteria for making decisions. Listen for words or ideas to explore or clarify to avoid talking at cross-purposes. By clarifying what broad words mean and getting more information, you can tailor how you discuss your solutions to transform what could have been a generic response to a tailored and persuasive one.

If a customer says, “You are not consistent,” acknowledge and find out in what way. Impressed, rich, hesitations, and consistent are words to clarify. Here are some strategies to help you listen effectively rather than efficiently: Listen for content: Train your ear to hear what is important to the customer and clarify and explore all ambiguous words. Listen for emphasis and emotions: Words that the customer underscores with his or her voice or delivers emotionally you should note and explore.

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