By Jack Cullen, Len Dinnocenzo

The easiest salespeople offer ideas that construct belief and credibility, instead of hoping on tips and manipulation. This advisor explains the best way to create that belief, in addition to tips on how to behavior customer-focused interviews, convey striking proposals, deal with objections, and negotiate win-win agreements. a spotlight on "buying" the salesman instead of the product units this publication aside.

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Additional resources for Agile Manager's Guide to Customer-Focused Selling (The agile manager series)

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P. P. or Director of Marketing, VP. or Director of Operations, Manager of Marketing Manager of Operations Increasing market share Gaining competitive edge Aligning operations with corporate goals Increasing brand awareness Maximizing productivity Maximizing budget dollars Following procedures Reducing time to market Meeting deadlines Protecting customer base Smoothing operations Minimizing downtime  < previous page < previous page page_36 page_37 next page > next page > Page 37 IMPORTANT ISSUES.

Consider Organizational Dynamics Because you may sell at multiple levels within an organization, you have to vary your approach according to the position. Why? Would you conduct an interview with the chief financial officer in the same way you would with the marketing manager? Probably not. They have different interests and different agendas. The chart on the following page shows what these interests commonly are. Use it to craft questions and solutions that address these concerns directly. D. Interview System In the heat of battle, some salespeople may forget to ask important questions.

And it's the only way to turn a onetime buyer into a dedicated customer. Why? Consider a simple situation in which price is exactly equal to value. Is there a compelling reason for somebody to do business with you? No. Most people want to feel like they are getting more value for their money than they are paying. Those using product-focused selling approaches understand this, too. But unfortunately, the way they increase value is by cutting the price! That creates the illusion of value. Worse, the pressures of meeting sales quotas prompts salespeople to cut the price even more.

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