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By Sean McPheat

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Dk/sharpminds where you can learn more about your possibilities of working together with us on projects, your thesis etc. marketed globally by 23 sales companies and an extensive net of distributors. In line with the corevalue to be ‘First’, the company intends to expand its market position. Dedicated Analytical Solutions FOSS Slangerupgade 69 3400 Hillerød Tel. com 39 Basic Selling Skills Basic Sales Models  You are approaching the prospect at the right time – both in the sense of convenience and in the sense of the correct time of year / correct timing for your prospect to use your product or service.

Getting the attention of your prospects is even more difficult that it used to be. People have less time, more distractions, and are generally less accessible. This means that you need to plan an appropriate amount of time to get past the ‘gatekeepers’ that will be between you and your prospects. Be sure that you have thought about what the best time to reach your customers will be. Different industries or fields may have different work demands that will impact when you should attempt to reach them.

You may actually be able to use some general or basic questions in order to start establishing rapport and demonstrating your understanding of the customer’s situation.  Listen, listen, listen. Express empathy for what the customer’s challenges may be and use rephrasing to ensure understanding.  Pay attention to body language – both your own and the customer’s. Remember that body language and other non-verbal cues can tell you more about how the customer feels about what you are saying than the words they use.

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