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

By Jack Cullen, Len Dinnocenzo

ISBN-10: 1580990126

ISBN-13: 9781580990127

The simplest salespeople offer ideas that construct belief and credibility, instead of hoping on tips and manipulation. This advisor explains how you can create that belief, in addition to tips to behavior customer-focused interviews, bring striking proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this ebook aside.

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

Example text

The Agile Manager was shocked that he had no clear understanding of the prospect's needs and objectives. Bob was going to talk a lot about product features and functions hoping, along the way, to identify benefits to the prospect. This, the Agile Manager knew, was not a customer-focused approach, and the prospect represented one of 45 46 the largest financial institutions in the country. When they finished cleaning up, Bob said, "I've got a few things to do. I'll be back at 1:45 to meet with one of our technical support people.

No problem. We do it all the time," replies the salesperson. " Best Tip 61 62 Answer a simple question simply. Let your prospect decide if you've answered it adequately. If you think you're being asked a trick question, answer it with a question. This will usually force your prospect into giving you the real meaning of the question or the issue behind the question.

Can't say for sure," said Bob. The Agile Manager was shocked that he had no clear understanding of the prospect's needs and objectives. Bob was going to talk a lot about product features and functions hoping, along the way, to identify benefits to the prospect. This, the Agile Manager knew, was not a customer-focused approach, and the prospect represented one of 45 46 the largest financial institutions in the country. When they finished cleaning up, Bob said, "I've got a few things to do. I'll be back at 1:45 to meet with one of our technical support people.

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