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Categorie: Referate MarketingReferat downloadat de: 506 ori. |
 
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| Ice Cubes To Eskimos Not possible? We've got 35 pieces of advice that will change the way you think about selling. Entrepreneur magazine - August 2000 By Robert McGarvey Have you ever wished you could distill the teachings of the sales masters, so that in those nervous moments just before trying to make a big deal you could pull out a cheat sheet that summed up all the key points you or your sales team had to know? Well, guess what: Your wish has been granted. Following, you'll find essential tips and expert advice from seven leading sales trainers: Barry Farber, Marc Diener, Brian Tracy, Tom Hopkins, Jeffrey Gitomer, John Tschohl and Kevin Davis. Normally, clients pay thousands of dollars to pick their brains--but here before you (for free, no less) you'll find the basic sales secrets necessary for success. Our complete guide covers the situations you face every day, from closing deals and getting repeat business to responding to a prospect's no and negotiating great deals. You'll also find an insightful look at the biggest mistakes you must avoid and the tactics and ideas you simply can't live without. So get cracking. Before you know it, your company will be making more sales- -and having more fun doing it. Top Five Sales Tips Make every sale the one that didn't get away. For more than 20 years, Barry Farber has been selling and teaching others everything he knows about sales. Author of Diamonds in the Rough (Berkley Books), a handbook for maximizing personal achievement, Farber hosts a cable TV show, writes for Entrepreneur and still finds time to keep selling and teaching. Here, Farber provides five top sales tips. He agreed, but not without a disclaimer: "There's always another place I can improve...I'm still learning," Farber says. 1. Persist. "Sales are made by the tenacious. You have to stay in there, even when you're getting rejected," says Farber, who adds that often, multiple sales calls are necessary to sell to a customer. Many give up too early-and therefore miss the chance to make the sale. 2. Qualify. Don't rush in to give your pitch without first finding out if there's a chance this person will buy from you. Customers won't buy if they're not qualified (interested in what you're selling). How to deal? "Ask questions," says Farber. "Listen. Learn about the customer and his business." 3. Move On. Congratulations, you made the sale...or maybe you didn't. Either way, the successful salesperson knows when it's time to move on. You can't afford to waste time gloating over successful sales, nor can you waste time trying to sell prospect who will never buy. Farber's advice: "Learn as quickly as you can how to know when it's time to move on." | | | | | | | |[| | | | | |p| | | | | |i| | | | | |c| | | | | |]| | | | | |W| | | | | |h| | | | | |a| | | | | |t| | | | | |m| | | | | |a| | | |
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