DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes
Category: Attention to Detail
After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.
If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.
One of two things is usually happening when I start working with a client on follow-up. They are either not following up at all or they are following up like is it still 1982.
I had every reason to be mad. There I was, standing in the middle of Manhattan, struggling to hold my laptop, projector, handbag, and books. I was about to give a huge presentation, and I’d arrived 45 minutes early.
You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?
How much of your presentation is “standard?” Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it?
Nearly everything is customizable now-a-days, so why are we acting as if customer service doesn’t have to be any different?
There are personality traits you may already have that can help you succeed in sales. Here’s a list of ones you should hone to up your sales game.