1. The good seller can sell everything.
It is not absolutely so. Though the part of skills can be used at sale of any goods, nevertheless skills of “small” sales at large sales can hurt only. The matter is that large sales demand the big efforts to preparation of the transaction and working out of strategy of its closing that in turn demands different base skills from the manager on sales:
Small sales – are told by the seller more, and its result strongly depends on vigour, enthusiasm and bright presentation of a product;
Large sales – are told by the buyer more, and the seller only brings the buyer to thought on purchase.
2. The more contacts to clients than there are more sales.
The more calls the manager makes, the less time remains on preparation of each concrete call and development of strategy of work with the given client, therefore in each specific case it is necessary to search for a golden mean.
Research has shown that for small sales the number of contacts to clients positively influences result, and for large sales, on the contrary is negative.
3. At sale is better to leave at once on the general director or other person, the making decision on this point in question.
And here it is incorrect. Research has shown that the best managers on sales at first work with those employees which problems product use can solve. And only when problems are specified and, the main thing, clearly, than the given product can be useful to the company-client, the decision on its purchase makes sense to leave on level of the persons.
4. “Open” questions give much more information, than “closed”.
In all textbooks on sale it is recommended to ask to potential clients open questions to receive the developed answer instead of “yes” . As a result on sales the managers proof complex against the closed questions is developed. Results of research show that the basic difference between such questions does not exist.
The major skill of the selleris ability to finish the transaction.
In a reality this skill has appeared much less significant, than skills of work at earlier stages of sale. The best transactions close themselves. The best managers on sales never ask the client whether it is time to expose to it a bill. They use so-called «directing questions and offers» which bring the client to thought on purchase:
? «… We already have discussed all, or there are still questions under our offer?»;
? «… We will sum once again up our meeting. Use of our product will allow you…»;
? «… With probably, good continuation of ours with you of dialogue will arrange presentation for your boss…».
Today it is quite simple to find a good b2b connection – this is where a professional appointment setting can help you a lot.
And some general tips – today the web technologies give you a truly unique chance to choose what you need for the best price on the market. For example, search for free insurance quotes. You will be amazed how quick you can find range of products and prices for them. Funny, but most of the people don’t use this opportunity. In real life it means that you must use all the tools of today to get the info that you need.
Search Google and other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to create a true vision of this market. Thus, giving you a real chance to make a wise and nicely balanced decision.
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