Key points in Chapter 1 are:
* Sales is service. The more fruitfully you service, the more you sell
* You customer is not your enemy (it is even your best friend, your customers need to defend their choice for you internally...)
* You don't win if your customer loses
* People buy from people (it is about
* Service is key to the sale, sales people add value if:
** They listen to the customer
** Clarify the customers needs and wants
** Determine the problem the customer is trying to solve
** Know your own product features and that of your competitor
** Present the solution in such a way that the customer recognizes the benefit
** Help the customer complete the transaction
** Follow up after the sale
** Service the customer
bag
howtomakethesale_public
created
Tue, 31 May 2011 21:11:41 GMT
creator
dirkjan
modified
Tue, 31 May 2011 21:11:41 GMT
modifier
dirkjan
tags
How you make the sale
creator
dirkjan