Persuasive, Persistant Selling Pays Off…
Today more than ever, it is important to have a good sales force. While closing sales is key in business, having a pushy sales person can sometimes backfire. Often times, a more persistent, persuasive approach is more beneficial in the long run. I recently read, “Don’t Pressure, Persuade,” an article found in the Januray/February 2010 issue of Selling Power magazine that had some interesting information I thought would be useful for those people out there in sales.
- Make sure you listen 80 percent of the time and talk 20 percent. Try and use open ended questions that will keep prospects talking to you.
- While it is important to open new accounts, keep in mind that the close should be the beginning of a long-term selling relationship, not just a one time commission sale.
- Be persistent, and let your prospect know that their business is important, and that you’re ready to serve them now, or later.
- It is important to present product features selectively, based on each individual customers needs.
- Don’t just talk discounts. Real sales professionals talk about value and emphasize how the quality and durability of their product will benefit the customer.
Thanks for reading!
Barb
Posted in Marketing, Uncategorized on February 12th, 2010 by Barb | | 0 Comments
