Any useful pointers out there?

Question

I was wondering if anyone could offer any advice on effective sales techniques.

Answer 1

Effective sales is not about techniques, it is about building rapport, highlighting benefits not features and supplying what the customer needs, or think they need.

Above all it is about asking for the sale, not just once but over and over and over again.

I've watched salespeople ignore buying signals and talk themselves out of a sale time and time again.

If a customer says "do you do it in red?" the answer isn't "of course we do" it should be "Do you want it in red?".

Questions from your customer are signals that they are interested but need more information, yet so many salespeople treat them as objections.

If you do get an objection, isolate it and answer it.

eg "I'm not sure about the running costs" should get the reply "great, so you're not sure about the running costs. Apart from that is there anything else that would stop you purchasing?"

either you will get the real reason or a reply that it is just the running costs at which point you would explain how cost effective the product is and ask for the order.

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Answer 2

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