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Probing for Success



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Dealing with the Manager from hell - By Paul Butler

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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


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Free PDF Download
Dealing with the Manager from hell - By Paul Butler

Name: Email:

About the Author: Paul Butler

RSS for Paul's articles - Visit Paul's website
P.J.Stevens, (alias, Paul Butler) 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.salesopsupport.co.uk E-mail paul.butler83@btinternet.com
Click here to visit Paul's website.
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