Difference between revisions of "Chapter 1, Selling as a service"
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| − | Chapter 1, | + | 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 | ||
[[Category:howtomakethesale]] | [[Category:howtomakethesale]] | ||
[[Category:How you make the sale]] | [[Category:How you make the sale]] | ||
Latest revision as of 19:39, 27 August 2020
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
