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.
Pinnwand