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Step by step: having trouble remembering how to make a sale? Let us jog your memory.(Sales Success)
RECENTLY, SOMEBODY ASKED ABOUT my early sales experience. When I was new to sales, one company gave me a card with questions reminding me of what to do before, during and after a sale. Here's a list of questions similar to the ones on that card to take you through the sales cycle:
DURING THE INTRODUCTION, DID YOU:
* Learn about the company, the per son you're calling on and the industry he or she is in before the meeting?
* Observe the prospect's office, decor, awards and pictures on his or her desk to find something you both have in common?
* Find out anything about the prospect's personal interests, hobbies or family?
* Bridge to the business topic smoothly?
* Listen 80 percent of the time and talk only 20 percent of the time?
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Source: HighBeam Research, Step by step: having trouble remembering how to make a sale? Let us...