|
|
|
|
|
| Dear Clients and Friends: |
10/27/2002 |
The popular best selling book, "Men Are From Mars, Women Are From Venus," could easily be translated into "Salespeople Are From Mars, Prospect's Are From Venus!"
The book notes that one of the biggest complaints that women have about men is that they don't listen. A woman shares a problem, just wants some sympathy, and the man goes into problem solving mode.
Sound familiar?
How many times has a prospect shared a concern or problem only to have the salesperson barely let them finish their sentence and offer 101 ways to solve their problem.
Take some rules from the best selling book:
- Validate the prospect's concern - "I can understand your concern. You are not the only one struggling with that issue."
- Don't be quick with the answer - "Can you expand on that?"
- Listen to understand. "Why is a problem? What is happening because of the problem?"
- Don't offer solutions immediately. (Maybe they don't want to fix the problem or it isn't big enough to fix. Maybe they just want some sympathy!)
Good selling skills always come back to good common sense human relationship skills! Go out and buy the book this weekend. It may help your sales results!
Good Selling!
|
|
|
|
|
|
|
|
SalesLeadership,
Inc., located in Denver, Colorado, is a business development
consulting firm specializing in sales and sales management training.
Our professional
sales trainers and business development consultants provide seminars,
workshops and consulting for the professional sales person, businesses
and corporate sales teams, including programs in motivational
sales training, sales techniques, sales management, sales leadership
and business development process & strategy. |
