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Selling In The New Millennium In the old school of selling, sales representatives were taught skills that dealt more with tasks than with purposes. Their training and levels of expertise were in the areas of prospecting, influencing, demonstration techniques and dozens of nifty closing statements or ploys. From my early days selling copiers, I can remember having to memorize a script on how to demonstrate the copier -- complete with hand motions! And who can forget those famous "closing scenarios"? Closing is important, and you still need to ask for the order. However, closing today is not a single statement event. It is a process that starts the very moment you introduce yourself to your customer. For the most part, the old school sales representative is weak in the areas of qualifying and first impressions. We used to be taught that to make a good first impression you needed to strike up a conversation about the latest football game Wholesale Cigarettes Newport, or talk about something relative to pictures hanging on the wall. This was supposed to help develop a personal relationship. The truth is that most customers today don't have time for that. Their time is so valuable that if you don't instantly prove to them that you have the potential to become an invaluable resource, you're history. If you've gone out to dinner with a prospect or customer, of course, social conversations are important. But in the workplace, stick to business. So -- how do you develop an invaluable relationship in today's world? The answer lies in the way you attract the interest of your customer, and in the kind of qualifying you do early on in the sales call. Attracting attention is not simply a matter of making arresting "opening statements." Intriguing and interesting questions will also attract the customer's attention. The right kinds of questions will dramatically and effectively raise the possibility that you just may be that invaluable resource. For some reason, we salespeople feel most comfortable when we are speaking. We feel we are in control. The truth of the matter is we are less in control of the relationship when we are speaking Cheap Cigarettes Wholesale.


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