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CAN'T WRITE A SPEECH OR PRESENTATION? GET SOMEONE ELSE TO DO IT FOR YOU
When it comes to writing and delivering a speech, many
individuals become increasingly intimidated. This feeling of
dread is only worsened if the presentation hosts higher ranking
company officials that can potential make or break your...
Developing the Experience Required to Run a Successful Woman-Owned Business
The fact is that nearly anyone can open a business, regardless
of experience or expertise. The trick, then, is knowing what you
need to know to run a successful woman-owned business. To make
it more complicated, the level of experience required...
Improving Corporate Culture
I believe that most organizations are miserable places to work.
They are Corporate Cubeworlds. And no one is to blame. Companies
have inherited their corporate culture from the Industrial Age
and it just don't work anymore. People are unhappy and...
Profit from wooden novelties
Make and sell toy cars, wagons, wooden puzzle and hobby horses. retail them at flea markets, fairs, through national ads, direct from your shop or yard and/or wholesale them to stores or catalog sales companies. Wooden toys have a special appeal...
Providing a Rewarding Experience for Your Customers
Walk the Consumer’s Journey Successful retailers take consumers on a journey. In the next series of articles I will explain the journey to you giving you examples on how to implement it in your business along the way. But firstly, let me provide...
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Consulting Versus Selling
Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.
View Yourself As A Consultant
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.
Approach Them As Clients
They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.
Ask Questions And Listen Carefully
Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer's situation so that they can make intelligent recommendations based on what the customer really wants and needs.
Become An Expert In Your Field
As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they
are offering. They have excellent product knowledge, which their customers can sense and which gives both themselves and their customers greater confidence throughout the sales conversation.
Differentiate Yourself from Your Competitors
Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect's real need before you start selling.
Second, think of ways to tailor your product or service to your customer's needs so that he sees what you sell as the ideal solution for him.
About the Author
Gordon Goh is author of the free, informative website content of Motivation | Inspiration Tips offering quality useful tips for Motivation
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