Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Tuesday, June 24, 2008

Learn How to Handle Every Sales Encounter

Over the last 4 years of presenting Selling With Confidence I have seen many delegates start the program very shy and cautious. They don't really like selling, but they have to do it anyway. And they aren't sure how to get results and NOT look like the stereotypical 'salesperson'.

My answer to that is for them to learn how to explore the clients situation in enough detail so they can present their solution with power.

Most inexperienced sales people (and that could be someone with 10 years experience in their industry, but not in selling) dive in far too quickly to try and 'sell' their services.

They try to convince their prospect why they should buy.

And this only encourages their prospect to object.

WHY?

Because the prospect doesn't know if you really understand their situation and what they need. So they say 'No'.

The answer is to learn the skills and strategies to understand your prospect and get them to see the value you offer.

Then you can start getting 'Yes'... and start feeling better about selling.

Register for the next Selling With Confidence course:

- Sydney July 7-8
- Melbourne July 21-22
- Brisbane August 5-6

0 Comments:

Post a Comment

<< Home