100 ways to improve your sales success
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70. Verbal listening skills. Asking questions, summarising and responding by making appropriate noises.
71. Non-verbal listening skills. These are the signals that show we are listening. These include eye contact, smiling, nodding, making notes, looking relaxed and making notes
72. The main learning point here is don’t interrupt!
73. When we ask questions we are looking to identify certain things; Facts, opinions, needs, problems, and feelings. Sales are an emotional process. The sequence of our questions is the key to sales success and building rapport. There is some free information on asking questions and listening on our website
74. When people buy things they have buying criteria. Usually there are 2 or 3 reasons for buying which are really important. Think about major
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