Close More Sales!: Persuasion Skills That Boost Your Selling by Mike Stewart

By Mike Stewart

What does it take to shut extra revenues? It takes the talents and data to hand over making a similar errors over and over--like failing to invite stable questions or featuring fascinating strategies or dealing with objections or making the buyer think cozy. As a qualified revenues coach, Mike Stewart has unique the main rampant promoting error. And he is built a suite of functional guidance for overcoming the issues and reaching revenues luck. With a spotlight on real-life difficulties and ideas, the e-book teaches business-to-business salespeople the right way to: * include hard-driving last concepts into softer, consultative promoting strategies * use a customer-centered method of determine and promote what the client values * grasp the revenues process--from thoroughly making plans to actively hearing inquiring for the sale * get rid of the crippling impact of worry by way of development self assurance and services.

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Additional info for Close More Sales!: Persuasion Skills That Boost Your Selling Power

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Keep your affirmations simple. For example, "Price always says something about quality. My product is the most reliable in the industry and offers the best long-term investment possible for every qualified prospect I talk to. " Affirmations such as these will have a positive impact on your thinking and your behaviors. They will lead you, in the case of this example, to help your customers to look beyond price and to see the value of their long-term return on investment. In addition, you will likely begin to do a better job of seeking more qualified prospects.

Discovering that everybody wants a deal Downsizing, reengineering, buying out, and reorganizing Adopting new technology at warp speed Keeping up with major paradigm shifts that continue to change the way salespeople do business Page xvi To sell successfully in today's frantic, volatile marketplace, you must be intelligent and sophisticated. When your sales are complex and involve highly technical products and services, your job gets even more complicated. Because you are intelligent and sophisticated, you understand and appreciate the importance of simplicity.

Problem solver. Under the pressure of trying to close a deal, you may slip back into a hard sell, what's-in-it-for-me role. I see it all the time. Students I coach go from asking open-ended questions to becoming manipulative in a heartbeat. They start thinking about what is at stake for them and stop thinking about their customer. The customer sees it and tunes out. Take your time. Remember that selling is a process, focus on what's in it for the customer, and keep the customer involved. Sometimes you have to use a little "old style" selling.

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