Download Agile Manager's Guide to Customer-Focused Selling (The agile by Jack Cullen, Len Dinnocenzo PDF

By Jack Cullen, Len Dinnocenzo

The easiest salespeople offer recommendations that construct belief and credibility, instead of hoping on tips and manipulation. This consultant explains tips to create that belief, in addition to the way to behavior customer-focused interviews, convey notable proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this publication aside.

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Extra info for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)

Sample text

If you don't, you'll be reciting technical specifications, and your presentation soon becomes product-focused. People don't want to hear a "talking brochure," they want to learn how you can solve a problem, satisfy a need, and help them achieve their goals. When you describe features, functions, and benefits: ℜ• Keep it simple. ℜ• Keep it relevant. ℜ• Keep it interesting. ℜ• Relate everything to the prospect's interests, needs, priorities, and dreams. Structure your proposal or presentation as follows: I.

8. Allow time for the prospect to digest and verify your data. Avoid special offers good for a limited time only. 9. Prove your case with solid, tangible evidence. 10. Persuade prospects by comparing the important benefits of your proposition to those of your competition. Power words to use with careful, analytical people Analyze Quality Sensible Planning Best available Tested Cautious Think Logical Detailed Critical Proven Research Reengineered 53 54 Sell to Committees The same principles apply when you demonstrate or present to committees as when you deal with individuals.

Power words to use with systematic, security-minded people: Secure 52 Stable Process Measurements 53 Procedures Cooperate Back-up plan Responsive Participate First, second, third System Safe Plan for problem solving Teamwork Plan for problem anticipation Plan for problem resolution Conscientiousness Style Those of this style tend to be careful and analytical. This person: ℜ• Is interested in details ℜ• Takes a great deal of time to verify the facts  < previous page < previous page next page > next page > page_54 page_55 Page 55 ℜ• Expresses a cautious attitude that stresses quality and reliability ℜ• Is more interested in logic than emotion When the prospect is careful and analytical: 1.

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