By Patrick Forsyth
Grouped into logical sections, this article information the way to get dealers to assert sure, comprehend patron wishes, create the proper impact and achieve dedication.
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Additional resources for 101 Ways to Increase Your Sales (101 Ways Series
CONCENTRATE Allow nothing to distract you. 10. LOOK AT YOUR CUSTOMER Nothing is read more rapidly as disinterest than an inadequate focus of attention. 11. NOTE PARTICULARLY THE KEY POINTS Edit what you are told to make what you need to retain manageable. 12. AVOID PERSONALITIES It is the ideas and information that matters, not what you think of the person; this can distract. 13. DO NOT LOSE YOURSELF IN SUBSEQUENT ARGUMENT Some thinking ahead may be necessary (you listen faster than they talk, so it is possible); too much and you suddenly find you have missed something.
Make your opening remarks short and very much to the point. Do not be intimidated. Do not try to be clever by using what these people will consider sales people's ploys'. Appear to let them take the lead, but demonstrate your control of the interview by attentive listening, note taking, and asking concise, factual and open questions, which will, in fact, help direct the meeting. 41 101 WAYS TO INCREASE YOUR SALES • • Be firm and polite but never appear subservient. Position yourself as confident, professional and calmly determined.
The need for this is compounded by the fact that you often do not know in advance which bits of information will be useful as the meeting progresses, the relevance of specific points may only become clear as the meeting progresses. In some meeting situations it may be appropriate to ask for permission before writing down much of what a prospect says. " – so make a note. Got that? 38. Agreeing needs Finding out what customers want, exactly what they want and why (and keeping a note of it), is important.