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• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 7, Closing: it is OK to ask for the order (Created page with "In this step you may see the benefit from your work in step 1 to 6: * You prepared well and established report with the customer. * You listened carefully and learned observed...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 6, The objective is objections: dealing with resistance (Created page with "Rarely you will make your sell without any objection: "You price is too high", " Let me think about it": do not panic. An objection seldomly says no. It says: "give me more in...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 5. Making the case and presenting the solution (Created page with "In this step we aim to present our products or service in such a way that it is the best option for the customer. More than talking it is important to listen. What are the cus...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 4, Features and Benefits (Created page with "In this step you begin talking about your product(s) or service(s). You will do this in terms of its basic features but will need to translate these features to (perceived) be...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 3, Discovery (Created page with "In this step you begin to map out the customers understanding of his own problem. What problem is he/she trying to solve? You will need to figure out different aspects of the...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 2, Meet and greet (Created page with "This step in The Sales Process is where The path to purchase and the sales process meet. The consumer has done his/her preparati...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Step 1, Research prior to the sale (Created page with "Before visiting your customer you need to know where you stand: * What are the key strengths and benefits of the competitors product? * How do our competitors sell and how we...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Sample Sales Questions (Created page with "=Core Problem= * What problem are you trying to solve with this purchase? * Why did you decide to make this purchase now? * If this purchase solves your problem, how will thin...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Questioning for results (Created page with "In How you make the sale questioning for results mentions the technique of Differential Diagnostics that is being used by Doctors. The discovery step...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Question Families (Created page with "Examples of groups of questions you may want to explore during a sales cycle include: * Reputation / Perception (of manufacturer, sales person, product) * Price (gross and net...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Probing Questions (Created page with "Probing Questions are used to gather additional information about a topic that is already on the table. The purpose of the probe is to encourage the speaker to keep talking. E...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Open Questions (Created page with "In How you make the sale Open questions are defined as the "essay" questions of life, they require a paragraph answer. They often begin with words or...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page How you make the sale (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"Frank mcNair","Title":"How you make the sale","ReadingCompleted":true,"Rating":"****"}</data>...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page How to be viewed as a credible colleague (Created page with "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?...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Step 2, Meet and greet (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Hot button (Created page with "In How you make the sale a hot button is defined as a for a buyer highly appealing feature of your product. Sales people need to now their products h...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Flagging landmines (Created page with "In How you make the sale a '''''flagging landmine''''' is defined as a hidden piece of information that, when you stray across it, it carries the dan...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Dealing with rejection (Created page with "The hardest part of sales is dealing with rejection. In How you make the sale author Frank McNair gives us the following tips: # '''Don't take it pe...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Dealing with Objections (Created page with "In How you make the sale the following process is recommended for dealing with objections: # '''Pause and take a deep breath''' ## '''This is the mo...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Cold Calling (Created page with "Cold calling is the term for contacting customers you neve met before. Make sure that you use and prepare high quality Selling Scripts for your purpose. ...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Closed Questions (Created page with "Closed questions are questions that ask for an immediate clear answer. "Yes", "No". Closed questions can be useful when you know the customer and you probe further into his ne...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 9, Dealing with Resistance (Created page with "{{:Step 6, The objective is objections: dealing with resistance}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 8, Making the Case (Created page with "{{:Step 5. Making the case and presenting the solution}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 7, Features and Benefits (Created page with "{{:Step 4, Features and Benefits}} Category:howtomakethesale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 6. Discovery (Created page with "{{:Step 3, Discovery}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 5, Meet and greet (Created page with "{{:Step 2, Meet and greet}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 4, Research prior to the sale (Created page with "From The path to purchase we know that by the time a customer reaches a sales person he/she already: * Has an inkling that it may be time to make a pu...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 3, How does as sale unfold? (Created page with "This chapter starts describing steps in The Sales Process. Key points: * Selling is a step by step process * If you follow the steps you have a good chan...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 2, how buyers decide to buy (Created page with "People buy to solve a problem. There are: * Real problems * Perceived problems The role of the sales person is to: * understand the customers problem, * possiblly help them u...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 12, Launching your sales ship for a successful voyage (Created page with "This chapter starts to talk about Dealing with rejection =Key points= * Rejection is the most painful phase of the selling process * There are four...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 11, Following up for ongoing profitability (Created page with "{{:Step 8, Following up for ongoing profitability}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 10, It is OK to ask for the order (Created page with "{{:Step 7, Closing: it is OK to ask for the order}} Category:howtomakethesale Category:How you make the sale")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Chapter 1, Selling as a service (Created page with "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 custome...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Buying Signs (Created page with "In How you make the sale a buying sign is defined to be a sign from your prospective customer that he or she feels like you have made the case for yo...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Building report (Created page with "Report grows from: * Sharing experiences * Sharing values * Sharing backgrounds * Sharing interests Most of all: Be genuine! Category:howtomakethesale Category:The Sale...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:The Sales Process (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Bridging (Created page with "Bridging is an important skill in which you help the customer understand how a Feature is to their Advantage. By inspecting The Universal Benefits|...")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:M16 (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:How you make the sale (Created page with "{{category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Howtomakethesale (Created page with "{{Category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Financing Healthcare (Created page with "https://ourworldindata.org/financing-healthcare/ Category:healthcare Category:Bookmark")
• 07:26, 25 August 2020 Dirkjan talk contribs created page Category:Healthcare (Created page with "{{Category}}")
• 07:26, 25 August 2020 Dirkjan talk contribs created page The Authoritative Leadership Style (Created page with "="Let me tell you where we are going as a team"= The primary objective of the authoritative style is providing '''''long term direction and vision'''''. The authoritative styl...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page The Affiliative Leadership Style (Created page with "="Peope first task second"= The primary objective of the affiliative style is ''''creating harmony'''''. The affiliative style can create a warm and friendly atmosphere. lt c...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page The Coercive Leadership Style (Created page with "=“Just do it the way I tell you to”= The primary objective of the coercive style is ''''immediate compliance'''''. The coercive style provides clarity' about how a task ne...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page The Pacesetting Leadership Style (Created page with "=“If you can’t do it right, i'll do it myself"= The primary objective of the pace setting style is accomplishing tasks to a '''''high standard'''''. The pacesetting style...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page Questionaire Environment (Created page with "The work setting allows for team members to experiment, learn from mistakes and develop. Tasks in my work area require clear, specific and frequent direction about performance...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page The Coaching Leadership Style (Created page with "="What did you learn? What would you do differently? What can we improve upon?”= The primary objective of the coaching style is the ''''long term development of team member...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page Goleman Leadership Styles (Created page with "Based on an article from Daniel Goleman. Read the <html><a href="/static/files/MBI/Module%2015/Leadership%20that%20gets%20res...")
• 07:25, 25 August 2020 Dirkjan talk contribs created page The Democratic Leadership Style (Created page with "="Let's decide together"= The primary objective of the democratic style is '''''building commitment and consensus'''''. The democratic style is about gathering input. It is a...")

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