By William Brooks, Bill Brooks
Revenues suggestions is an insightful and sensible compilation of confirmed strategies and glossy instruments, designed to assist either neophyte and pro revenues execs paintings with consumers and effectively shut the deal. From promoting suggestions rather than items to discovering, speaking with, or even ultimate shoppers on the web, this most recent addition to the preferred Briefcase Books sequence will exhibit salespeople tips on how to manage their revenues efforts, paintings effectively with ultra-modern extra hard purchaser base, successfully and successfully shut a sale, constantly keep on with up after the sale to motivate high-profit repeat enterprise and referrals, and lots more and plenty extra.
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It has been taught to people who sell both tangible products and intangible services, people who sell both big-ticket and less expensive products, and people who engage in both simple and complex sales. It makes no difference. You, too, need a process that allows you to move through the sale easily and quickly, a process that will empower you to be in control, that allows you to know where you are going next in the sales process. ) and so will your results. The process that we teach is called the IMPACT Selling SystemTM (William T.
It makes no difference. You, too, need a process that allows you to move through the sale easily and quickly, a process that will empower you to be in control, that allows you to know where you are going next in the sales process. ) and so will your results. The process that we teach is called the IMPACT Selling SystemTM (William T. Brooks, High Impact Selling: Power Strategies for Successful Selling, GamePlan Press, 1988). It is broken down as follows: • Investigate—prospecting, positioning, pre-call planning, promoting, attracting • Meet—engaging the prospect • Probe—asking the questions so you can recommend a solution and make the sale • Apply—recommending a solution that addresses your prospect’s greatest need or want • Convince—maximizing solid proof and allowing your prospect to experience the truth of your claims through third-party corroboration • Tie it up—finalizing the transaction, cementing and reinforcing your sale, asking for the order There are three simple rules for following the IMPACT System: • Don’t skip a step to get to any other step.
Some examples? You need a car. You prefer to buy the one you want. You need a suit. You buy the one you want. You need a vacation. You go to the destination where you want to go. Principle #3: Don’t Begin Your Sales Presentation with Unsolicited Small Talk We have conducted in-depth research that shows beyond the shadow of any doubt that most prospects are put off by unsolicited small talk. The key here? If your prospect wants to engage in small talk, let him or her do so. However, don’t be the one who offers it!
