100 ways to improve your sales success

Published September 21, 2010 | By Bman

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to refer back to a previous statement made by the customer. Here are some examples: You mentioned before that you work at ABC Limited. Do they use these products as part of their manufacturing process? You said that your company is expanding. How are you going to manage the extra volume of information being processed by your accounts department?

68. When you ask questions you will get answers. We often hear buying signals. One example could be a customer saying something like: “I have had a few problems with deliveries from my current supplier” Most salespeople respond by presenting information. Resist the temptation and ask more questions

69. Listening is an important skill in selling. Practise your listening skills. Use a range of verbal and non-verbal techniques. Show you are interested, but try not to interrupt

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