By Patrick Forsyth
Grouped into logical sections, this article information the right way to get purchasers to claim definite, comprehend shopper wishes, create the proper effect and achieve dedication.
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Extra info for 101 Ways to Increase Your Sales (101 Ways Series
So do not overdo it. 24. Starting as you mean to go on Getting off to a good start is not simply a question of impresssions, there is a very business-like aspect to it, one that lasts throughout the meeting with the customer. Consider: only one person at a time can truly direct a conversation, one leads and the other tends to follow. This does not mean there is no give 32 FIRST IMPRESSIONS and take, and it does not mean that one party is subservient, but one does lead and in selling there is merit in being the one that does so.
Visual aids: something visual always makes things easier to understand. The hotel sales executive has the whole property to act as a visual aid, but very much simpler things have the same effect. A picture is worth a thousand words the old saying has it, and there is a great deal of truth in it. A graph may make a point about cost effectiveness in a moment that it might otherwise take many minutes to explain; photographs, charts, samples, 57 101 WAYS TO INCREASE YOUR SALES brochures, all these will help you get your message over.
CHECK If necessary, ask questions to clarify matters as the conversation proceeds. An understanding based, even partly, on guesses is dangerous. But ask diplomatically, do not say "You did not explain that very well". 48 IDENTIFYING NEEDS 8. ") can distract. ahead 9. CONCENTRATE Allow nothing to distract you. 10. LOOK AT YOUR CUSTOMER Nothing is read more rapidly as disinterest than an inadequate focus of attention. 11. NOTE PARTICULARLY THE KEY POINTS Edit what you are told to make what you need to retain manageable.