Top 5 Techniques for Mixing a Sales Cocktail
1.
Sell Yourself. My one universal concept that never varies
or waivers no matter if your sales business is B2C,
B2B, retail, real estate, insurance, technology, securities or
manufactured goods: selling is not about selling your product
or service, it's about selling yourself.
2.
Make Your Prospect Comfortable. Frankly, make them
like you. There is a fi ne line between confi dence and
arrogance, persistence and annoyance, being knowledgeable
and being a know-it-all.
3.
Master "The Art of Asking Questions Without Asking."
You must make a connection with your buyer. Learn
how to get them off the defense and extract as much
information as possible so you can assess their needs –
without them even realizing it. The best advice I can give new
salespeople is to learn how to open up the dialogue and then
learn how to listen.
4.
Isolate Your Buyer's Hot Spots. Create value, create
need and create solutions for your potential buyer. In
today's buying cycle, the vast majority of buyers have done
their online research before they ever speak to a salesperson.
5.
Recognize Emotional Drivers and Negotiate
Accordingly. Do not be so preoccupied with your own
goal to reach the fi nish line that you fail to identify your
potential buyer's signals. You are pitching a product to your
prospect to solve their problem – not to solve yours.
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Para más información contacta a : Israel Reynoso email : israel.reynoso@klassco.com Mobile : 713 • 828 • 4101
