selling great products to anyone anytime anywhere

Ngày tải lên: 26/05/2014, 10:54

... customer allots for the call Customers today are willing to trade you time for solutions or additions to their bottom line They are not willing, however, to have their busy day interrupted to ... time for you to move from one-trick pony to morph master, able to size up a customer situation and whip out a tactic perfectly matched to that customer If you can’t make the customers believe ... introduced by 12 Selling to Anyone Over the Phone the person who gave you the customer’s contact information While it’s up to you to make the call work, you certainly are a step ahead in the customer’s...

Ngày tải lên: 31/05/2014, 01:56

... getting them to speak with you on the phone This allows you to get into the game, so that you have the potential to make a sale To this, you need to retrain your mind to be quiet, to concentrate ... easier to get someone to engage, when you let that person talk Then, steering the prospect into your goal area topics will be much smoother—not to mention how much easier it is to get a customers to ... send your customers right to the competitor The customer won’t tell you he did not receive the e-mail or call to give you the opportunity to follow up It is your responsibility to call and make...

Ngày tải lên: 28/06/2014, 21:20

... if I sell an oscilloscope for monitoring heartbeats to a doctor in Boston and the identical product for the same purpose to a doctor in Zaire, and these two doctors have no reasonable basis for ... phases, with milestones, and the like The visionaries’ idea is to be able to stay very close to the development train to make sure it is going in the right direction and to be able to get off if ... toward technology adoption becomes significant—at least in a marketing sense—any time we are introduced to products that require us to change our current mode of behavior or to modify other products...

Ngày tải lên: 19/07/2014, 06:20

... in effect be ‘‘the most important selling tool’’ in today’s hectic environment Selling to Anyone Over the Phone successfully conveys how the phone is critical to a sales person’s success More ... is essential to improving your persuasive skills on the phone.’’ —Christos Christou, Jr., Quality Assurance Manager/Solutions Development Project Manager, EMG Corp ‘ Selling to Anyone Over the ... intentionally left blank PAGE ii Selling to Anyone Over the Phone 11375$ $$FM 06-02-05 12:00:05 PS PAGE iii This page intentionally left blank PAGE iv Selling to Anyone Over the Phone Renee P...

Ngày tải lên: 10/08/2014, 07:21

... getting them to speak with you on the phone This allows you to get into the game, so that you have the potential to make a sale To this, you need to retrain your mind to be quiet, to concentrate ... send your customers right to the competitor The customer won’t tell you he did not receive the e-mail or call to give you the opportunity to follow up It is your responsibility to call and make ... improvement Customers have had 11375$ $CH1 06-02-05 12:00:55 PS PAGE 21 22 Selling to Anyone Over the Phone enough of the hit-and-run brand of selling and are refusing to even take calls from anyone...

Ngày tải lên: 10/08/2014, 07:21

... positive way We talk to build rapport, make our customers like us, and convey information We just need to be careful not to have too many monologues! Remember, if you’re talking, the customer is not; ... customer is not talking, there is no guarantee he or she is listening 11375$ $CH2 06-02-05 12:00:57 PS PAGE 31 32 Selling to Anyone Over the Phone to you On the telephone, you won’t be able to ... relevance to the customer Making a comment such as ‘‘We’ve been in business since 1909’’ is irrelevant to the customer You would need to follow up that comment with: ‘‘What that means to you is...

Ngày tải lên: 10/08/2014, 07:21

... relative to territory Maintenance ‫ ס‬time spent with handling complaints ‫ ס‬high maintenance Potential ‫ ס‬relative to territory Total ‫ ס‬Maximum of 35 points A, B, C is relative to territory ... alternate contact media will help you fast track to your contacts Once you get to your customers, you have the opportunity to what you best—sell to anyone over the phone 11375$ $CH4 06-02-05 ... utilize customer information so that your call planning leads you to more closed sales Information to Be Gathered You need to keep track of a great deal of information about your customers Since...

Ngày tải lên: 10/08/2014, 07:21

... be stood up, and at the same time, you don’t want to create an opportunity for the customer to cancel either Most customers are inclined to want to cancel because salespeople are not a priority ... initial enthusiasm, they tend to revert to thinking they are too busy to talk to you In addition, although e-mail may be your preferred communication medium, your customer may avoid it Thus, a confirmation ... their customers for their business For that 11375$ $CH6 06-02-05 12:01:32 PS PAGE 99 100 Selling to Anyone Over the Phone matter, thank-yous seem to be falling out of our interactions altogether...

Ngày tải lên: 10/08/2014, 07:21

... interesting to you And we all know that not every customer is interesting to us! Now, fast-forward to the sales challenges you face every day Today, years removed from the classroom, the greatest tool ... impatiently for our chance to speak, especially when we have something else to say and are enthusiastic about the topic 11375$ $CH7 06-02-05 12:01:36 PS PAGE 111 112 Selling to Anyone Over the Phone ... are going on and on and on To the customer we sound like we talk too much Self-Management Solution Use the ‘‘tongue trick.’’ When you are tempted to interrupt, take your tongue and place it behind...

Ngày tải lên: 10/08/2014, 07:21

... 06-02-05 12:01:55 PS PAGE 157 158 Selling to Anyone Over the Phone To Handle Keep your emotions in check Use facts to respond to objections Do not talk down to this customer, even if you think he or ... rushing into a response to any objection Give yourself a few seconds to think about the exchange Take a moment to get into the customer’s perspective Think about what may be on the customer’s mind ... Selling to Anyone Over the Phone tried this technique before and found it a bit tough to deliver, try using different synonyms in the technique to sound more natural in your ears and the customer’s...

Ngày tải lên: 10/08/2014, 07:21

... need to listen carefully to the customer’s tone and pause frequently to pull the customer’s comments into the conversation V ‫ ס‬Verify that what you are presenting are, indeed, the right ideas to ... 12:01:57 PS PAGE 171 172 Selling to Anyone Over the Phone another customer has enjoyed by conducting business with you Customers are much better informed today than they used to be Buyers are more ... that the sale is just around the corner Use Storytelling Customers respond to stories that give them past history or emphasize success They remember stories that emphasize your product and how...

Ngày tải lên: 10/08/2014, 07:21

... tongue Why? It's a mystery Think on Your Feet Most interviewers are not trying to torture you for sport They use tough questions to get right to the heart of specific issues Their motive is to ... 101 great answers to the toughest interview questions / by Ron Fry.—4th ed p cm Includes index ISBN 1-56414-464-X (paper) Employment interviewing I Title: One hundred and one great answers to ... this is the group most likely to (mis)use the interview as an opportunity simply to "get to know" Page 37 more about you—rather than to require specific answers to questions about your background,...

Ngày tải lên: 07/02/2013, 09:37

... success To find it, I observed the superstars of today I explored techniques used by top salespeople to close the sale, speakers to convince, clergy to convert, performers to engross, sex symbols to ... Want to Do Favors for You 306 How to Ask for Favors (and Get Them!) 309 How to Know What Not to Say at Parties 311 How to Know What Not to Say at Dinner 314 How to ... 265 How to Avoid the Most Common Party Blooper 270 How to Make an Unforgettable Entrance 272 How to Meet the People YOU Want to Meet 274 How to Subliminally Lure People to You...

Ngày tải lên: 16/10/2013, 10:15

... contemporaneously to shocks to Y, T or R, that Y does not react to shocks to T and R, and that T does not react to shocks to R As noted above, the assumption of G not responding contemporaneously to output ... reluctant to apply fiscal stimulus, since this could lead to a drain of reserves by attracting imports – although, as we show below, they too saw their budget balances move into deficit due to declining ... in too gloomy a light, and consequently our own in too flattering a light 13 We stress that we are not attempting to date the world business cycle peaks in either episode Our only concern is to...

Ngày tải lên: 16/02/2014, 03:20

... Discover How To Make This Ebook To Work As Your “Money Making Machine” Click Here (You must to be connected to internet first.) http://www.allhiddensecrets.com/ “How to Use This ebook to make profits ... only useful if they get visitors No visitors equals no customers To solve this, many companies have created affiliate programs The idea is that you attract customers to the company's website In ... is to find about ten good search terms that relate as closely as possible to your topic Your list will be small to start, but by using some Pay-Per-Click research tools, we will expand this into...

Ngày tải lên: 14/03/2014, 19:20

... to carry the conversational load while the interviewer sits back and decides if he or she is ready to buy what you’re selling 26 101 Great Answers to the Toughest Interview Questions Is it to ... invited to come back to meet the director of personnel, Carrie After greeting me pleasantly, Carrie led me back to her rather palatial office We chatted for a few 30 101 Great Answers to the Toughest ... questions designed to smoke out people who find it difficult to reach out to other team members for help.) They 32 101 Great Answers to the Toughest Interview Questions want to understand how...

Ngày tải lên: 16/03/2014, 08:48

... Treasury Products or selling to corporate clients To achieve this, our sector specialists illustrate the learning points with case studies, exercises and role plays “A real privilege to be able to ... of great benefit to seasoned bankers and financiers www.dcgtraining.com Typical Approach to Selling Skills Training DC Gardner Training’s uniquely successful approach to providing training on Selling ... most bankers feel extremely enthusiastic to try out the approach to selling financial products described during the training But selling is one thing, selling profitably is quite another DC Gardner...

Ngày tải lên: 23/03/2014, 11:20