Buyers Insights Can Lead to Sales – 8 Salesperson’s traits that help you close or lose a sale Buyers make purchasing decisions of a product or service based upon a salesperson’s traits. The following is a summary salespersons traits: Honesty – Truth always and at all costs. Be credible. If an expedient lie is told, […]
Selling Skills – Closing When you close, the first step is to summarize those benefits the customer accepted during the call. In other words, you will summarize ONLY those benefits that the customer agreed were important. Summarizing accepted benefits can be of great value because it considers the listening ability of your customer. Most people […]
Selling Skills: Probing Probing is the skill of asking questions to gather information and uncover customer needs. There are two types of probes: open and closed. Open probes encourage a customer to respond freely. The key words that will assist in identifying an open probe include: Key Word Example: Who “Who handles this process for […]
Handling Objection Customer objections usually fall into two main categories: Misunderstandings about our product or service due to a lack of information. Drawbacks of our product or service, which exist whenever we are unable to directly satisfy the customer’s dislike or dissatisfaction with our product or service. Misunderstanding Drawback The customer objects to using […]
