Would you like to be labelled a typical sales rep or a professional salesperson. I know which one I prefer.Whatever you’re selling use the consultative approach. Be thorough and try to uncover the issues within the business and how they would like to resolve them. Sell the concept before you suggest your solution.Please, please refrain from talking about your products/ services, wait until you present your solution. Otherwise you could waste your opportunity when you get it.
Be different from the rest.Probing is the key area within the sales call, whether it’s
face to face or selling over the phone.If you probe poorly your solution will always be based upon
price. You weaken your chances of uncovering the real
issue and customer needs. If this happens you tend to head towards the price battle, and the customer will not be able to differentiate you from the other suppliers.Probe to establish how the customer would like to improve their current situation, given the opportunity. If they experiencing problems, probe to discover the issues that arise from the problem, get them to tell you what the benefits would be if their problems could be resolved or improved.If you can, uncover two or three areas where your product/service could make the difference and your customer has confirmed the benefits. You will greatly improve your chances of success due to the added value your products/services will bring.
Use a variety of words when probing; do not make it sound like an interrogation.
Regards, PJ have fun and keep smiling
Probing for Success - To learn more about this author, visit Paul Butler's Website.
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Leanne Hoagland Smith
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Paul Butler
(Visit Paul's Website)
P.J.Stevens, Outstanding Author &
Publisher of the highly rated "Chill Out
Guide To Successful Selling". Having been
totally immersed within the sales
environment for over 28 years,
experiencing all the highs and lows that
go with it. The last six years dedicated
to sales skills training, for one of the
worlds most successful corporate
companies. Responsible for delivering and
development of sales skills to all the
direct and indirect sales force within UK
and Europe. Salesopsupport.co.uk will
provide you with hints and tips on all
aspects of sales, helping you to achieve
all your sales goals, targets and career
asperations.
You can e-mail our website and submit any
sales problems you may be experiencing.
Together, we can help you avoid those
sales lows that most salespeople
unfortunately experience. Take the stress
out of your sales career, smile and have
fun 24/7. Regards PJ www.sales
opsupport.co.uk
E-mail PJ to receive "Sunny Bottoms Sales"
FREE monthly Newsletter have some fun and
learn at the same time.
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