Your Own Book
Dr. Kevin Nunley
As anybody who is a good salesperson
can tell you, listening carefully is the best way to get the sale. To understand
this, let's think of selling the same way we think of marketing. Before you
spend your hard earned advertising budget on a newspaper or radio ad, you
find out what it is that customers are interested in hearing about.
The same works for selling. Listen carefully to what the prospect tells you.
Ask questions for more details. Structure your sales pitch to directly address
those concerns. When you overcome the prospect's deepest concerns, you've
made the sale.
Rather than trying to introduce new information, stay close to the topics
that the buyer is interested in. If they talk most about the color of the
car, don't try to change the subject to horsepower. Talk color. With many
buyers, all they really want is more information on the product or service.
When they can't get that information easily or quickly, they become discouraged
and give up. To sell more of what you offer, listen
About the Author:
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