Selling (DK Essential Managers) by Eric Barron

By Eric Barron

DK crucial Managers: Selling is the visible consultant that offers you all of the knowledge you should be a more suitable supervisor.

Now newly up-to-date with an all-new photograph method of explaining key ideas and abilities, the best-selling DK crucial Managers: Selling features:

  • A functional, "how-to" technique teaches you the knowledge and talents to succeed.
  • Step-by-step directions, assistance, checklists, and "Ask your self" features.
  • Tables, illustrations, "in-focus" panels, and real-life case studies.

Learn to talk persuasively, enthuse your viewers, and promote with self belief with DK crucial Managers: Selling.

About DK crucial Managers: The DK crucial Managers sequence covers various enterprise and administration themes and feature bought greater than 1.9 million copies all over the world. every one advisor is obviously offered for ease of reference, with visible tips, tips, and snap shots. The convenient pocket layout slips simply right into a briefcase or portfolio.

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There are complex reasons for this, and techniques for resolving objections will be explored in the next chapter. But for now, you should welcome the objection. If you had not given an opportunity for the objection to surface, it would have still existed in the customer’s mind, and you would never have closed the deal. With the objection out in the open, you have a chance to work with the customer to resolve it. Chapter 4 Resolving objections and closing the sale Resolving objections is often the most challenging part of the sales process—it can be uncomfortable and unpredictable.

Playing to your strengths Before you can move to the final stage of the selling process—closing—you need to deal definitively with the customer’s objections (or unfulfilled needs, as we know them) by using all means at your disposal (see opposite). If you still cannot not resolve the objections, you need to revert to problem-solving mode. If you still draw a blank, call a time out and ask to come back in a day or two with fresh ideas to move forward. Your customer will respect you for it in the long run.

ORDER YOUR PITCH Review needs Recommend solutions Present specific benefits Present generic features and benefits IN FOCUS... THE HUMAN TOUCH Back in the 1960s, social forecasters were predicting that salespeople would be made obsolete by the turn of the century through advances in computing and revolutionary marketing vehicles, such as direct mail and telemarketing. They could not have been more wrong. More people are selling today than ever before, and even professions that never considered using the “s” word in the past, such as banking, accounting, law, and medicine, find themselves soliciting business on a day-to-day basis.

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