In [[How you make the sale]] the following items are recommended to be viewed as a credible collegue:
* Does this sales person listen to me when i talk?
* Is this sales person willing to get to know me before trying to sell me?
* Am i a human being or another sales target?
* Does this person know what he is talking about?
** Their own products and applications?
** Competitors products and applications?
** The differences between the two?
** Advantages and disadvantages?
* Does this person move the process along at a pace that feels comfortable to me?
!Building trust through listening
* Tell the truth without shading it as an advantage
* Listen carefully to the customers problems
* Question closely so that you can explore the full buying condition
* Respect the customers desires and constraints
* Educate the customers, share your knowledge
* Partner with the customer
* Shape a solution that solves the customers problem
bag
howtomakethesale_public
created
Sat, 11 Jun 2011 20:57:13 GMT
creator
dirkjan
modified
Sat, 11 Jun 2011 20:57:13 GMT
modifier
dirkjan
tags
M16
Step 2, Meet and greet
Term
creator
dirkjan