By Elinor Stutz
“Elinor has an grand means of speaking uncomplicated, simple innovations that make the feared subject of revenues very obtainable to everybody. She stocks the secrets and techniques that made her a truly winning shop clerk, from artistic methods to getting appointments to the best strategy to shut the sale.”-Kim Fisher, dealing with Director, eWomenNetworkWritten through a hugely winning saleswoman, Elinor Stutz, this how-to ebook trains ladies in field-tested revenues thoughts that might release them into the following point of luck. they are going to detect how one can use their normal relationship-building talents to shut larger bargains with the next percent of business-making revenues. they are going to locate strong recommendation on construction a community, facing administration, prospecting, responding to buyer wishes and coping with a profession, in addition to strategies to difficulties like promoting an unknown model and getting via workplace gatekeepers to arrive the choice makers.Nice women DO Get the Sale is ideal for all ladies in revenues, even if skilled or now not, and should have them passing their male opposite numbers at the company ladder very quickly.
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Additional info for Nice Girls DO Get The Sale
Keep blinders on in regard to negativity. 2. Hear exactly what the objection is. 3. Repeat back the objection exactly as you heard it. 4. Clarify the objection if you do not understand all of the ramifications. 5. Ask the prospect what they believe will resolve the objection. 6. Repeat back the resolution exactly as you hear it. 7. Come to an agreement. 8. Live up to the action items of the agreement. 9. Put sales on hold until all is resolved. 10. Challenge yourself to keep learning. 11. Learn as much as you can about your own industry.
30. Show attentiveness and genuine interest. 31. Back your statements with facts only. 32. ” 33. Be as helpful as possible. 34. Free food always works for appointments, demos, and delivery of services. 35. The cost of the food has to be justified by the reward of the sale. 36. Do your best to understand each decision maker’s point of view in one account. 37. Through questioning, find ways to save your prospect time and money. 38. Sell with integrity. 39. Analyze tactics for whether they will work.
Going out for lunch takes a minimum of an hour. Talking business takes another thirty minutes to an hour. I only asked for thirty minutes, which easily saved him one hour. In addition, he would receive lunch at no cost. I had Carl in a corner. I met every one of his objections with a smile and with solid knowledge. The inside gossip was the incumbent male vendor had inadvertently caused company teams to be formed, fighting over the merit of securing a new vendor vs. remaining with him and his wellknown products.