Back to the index page  
  FAQ   Cerca   Lista degli utenti   Gruppi utenti   Calendario   Registrati   Pannello Utente   Messaggi Privati   Login 
  »Portale  »Blog  »Album  »Guestbook  »FlashChat  »Statistiche  »Links
 »Downloads  »Commenti karma  »TopList  »Topics recenti  »Vota Forum

Ricordati di entrare nella nostra Chat ! ! ! menins.tk
Salespeople find themselves ad-libbing or using a "hit&
Utenti che stanno guardando questo topic:0 Registrati,0 Nascosti e 0 Ospiti
Utenti registrati: Nessuno


 
Nuovo Topic   Rispondi    Indice del forum -> Off - Topic
  PrecedenteInvia Email a un amico.Utenti che hanno visualizzato questo argomentoSalva questo topic come file txtVersione stampabileMessaggi PrivatiSuccessivo
 
 MessaggioInviato: 03 Dic 2019 06:47:32  Salespeople find themselves ad-libbing or using a "hit&
Descrizione:
Rispondi citando
Messaggio
  Mims

Appassionato
Appassionato


Utente



Registrato: 30/07/19 11:58
Messaggi: 110
Mims is offline 







italy

WATCH HOUSE SEASON 7 EPISODE 11 ONLINE


Watch out 聽for the new episode of House season 7 episode 11 entitled “Family Practice” will be air on February 07
, 2011. 聽This episode deals with 聽Cuddy’s mother (Candice Bergen) is admitted to the hospital, she won’t let House treat her. But the team does anyway, and discovers secrets she and her other daughter (Paula Marshall) kept from Cuddy. And the case’s ethical issues bother Masters more than usual. Meanwhile, Taub takes a part-time job as a medical investigator for Rachel’s brother
, a lawyer.


House (also known as House, MD) is an American television medical series. The home is often affected by his medical colleagues, including his own diagnostic team, because many of its assumptions about the diseases of patients; views is based on subtle or controversial. The house has become the seventh season of 聽September 20
, 2010. House and Cuddy tries to do real work and report to address the question of whether their relationship affects their ability to diagnose new patients. The new season is a new opening sequence. This is the first change in the opening period after the show begins, Peter Jacobson, of which the place of Jennifer Morrison and Olivia Wilde, Jesse Spencer is credited later.

1. They talk instead of LISTEN.
Too many salespeople monopolize the time they have in front of prospect with their talk
, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or fifty-five minutes buying it back, Result: "No order" or "Think it over".

2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products
, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell the prospect the solution before they even understand the problem. If salespeople were held accountable for their solutions, as doctors are for prescriptions, they would be forced to examine the problem thoroughly before proposing a cure at the risk of malpractice. The salesperson must ask questions up front to insure a complete understanding of the prospect's perspective.

3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often
, the salesperson will begin a lengthy speech on quality or they might respond with a a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.

4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead
, too much time is spent on chasing accounts that don't qualify for a product or service. This should have been detected far earlier in the interview process.

5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.

6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.

7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate for the product or service. After all
, wasn't it the salesperson's job to go out and get prospects to say, "YES"? Getting the prospect to say "NO" can also produce feelings of personal rejection or failure.

8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too often a prospect really remains a SUSPECT and never gets to a more qualified level of PROSPECT or CUSTOMER. Salespeople often find themselves ing... and even begging for the opportunity to just "show my wares" and maybe make a sale. This is like the physician who examines the patient thoroughly before making a recommendation. A doctor uses various instruments to conduct an examination of the patient. Salespeople should use questions as their instrument to conduct a qualifying examination of the prospect.

9. They work without a SYSTEMATIC APPROACH TO SELLING.
Salespeople find themselves ad-libbing or using a "hit" or "miss" approach to make the sale. They allow the prospect to control the selling process. Salespeople often leave the sales call feeling confused and not knowing where they stand. This happens because they don't know where they have what the next step should be. The importance of following a specific sequence ad controlling the steps through the selling process is vital to the organized, professional salesperson's success.

Neil Greenberg is a sales manager with.
Profilo Messaggio privato
 
 MessaggioInviato: 03 Dic 2019 06:47:32 Adv
Messaggio
  Adv









Nuovo Topic   Rispondi    Indice del forum » Off - Topic

Pagina 1 di 1
Tutti i fusi orari sono GMT + 1 ora

Mostra prima i messaggi di:

  

Vai a:  
Non puoi inserire nuovi Topic in questo forum
Non puoi rispondere ai Topic in questo forum
Non puoi modificare i tuoi messaggi in questo forum
Non puoi cancellare i tuoi messaggi in questo forum
Non puoi votare nei sondaggi in questo forum
Non puoi allegare files in questo forum
Non puoi downloadare files da questo forum





Menins Forum topic RSS feed 
Powered by MasterTopForum.com with phpBB © 2003 - 2009
Macinscott 2 by Scott Stubblefield