10 tricks til succesfulde kundemøder!
  5 tips til din handels- og servicevirksomhed!
  Er dårlig omtale bedre end ingen omtale?
  Internet markedsføring: No cure no pay markedsføring!
  Skab eksklusive produkter - sælg dyrer!
  Forandring
  Hvad røber dit kropssprog?
  Hvordan ser fremtidens sælgere ud?
  In High Spirits
  People Who Need People
  1, 2, 3...Sælg!
  A Good Salesman
  Sjove citater
  Kommunikativ Kompetence
  Lad ikke kunden sejle sin egen sø
  Ved din salgsorganisation det?
  Korrekt messeadfærd
  De 13 salgsregler
  Vend et "Nej" til et "Ja"
  Trying Times
  Lær at tænke som en millionær
  Den fødte sælger er død
  Historien om frøungerne
  Succesfulde sælgers råd
  Salgsbrev efter AIDA
  Kundens behov
  Elevatortalen
  Telefonkontakt
  Kundetyper
  Personlig fremtoning
  Fishing for Trouble
  Rise and Shine
  Booster Club
  Myrefilosofien
 
 Anbefal denne artikel:
 Dit navn:
 
 Modtagers e-mail:
 

 

Citat: ''En forretning, som ikke indbringer andet end penge, er en dårlig forretning.'' - Henry Ford


Link partnere:

 - Dealhub.dk
 - Magnus Kjøller: Ask Me Anything
 - Deal Structuring

 

  ARTIKLER » PEOPLE WHO NEED PEOPLE   NYHEDER
 
Find out how to break the ice with your prospects and make that all-important customer connection a reality.

There's an old saying every salesperson knows by heart: People buy from people they like, trust and respect. They especially buy from people with whom they are comfortable--people who make them feel at ease right from the start.
But for the salesperson, it's often the "start" that's the problem. When you're meeting someone for the very first time, and there's a large sale at stake, it's perfectly natural to be concerned about the outcome. What will you say? How should you act? How can you convince the decision-maker to be your side? The more important the sale, the worse your worrying will get.

That's exactly why breaking the ice--establishing an instantaneous connection with your customer--is so essential to true sales success. If you need some help in this area, you're not alone. Here are six ways you can make that connection:

1. Be yourself. Don't try to act like someone you're not or behave the way you think a salesperson should. That phony salesperson mode is a facade the prospect will notice right away. Let your personality, sense of humor and integrity shine through from the first meeting to the last.

2. Remember the basics. This means a firm handshake, eye contact and a smile. If this seems simplistic, it is. But these small details are a big part of a first impression; they're what people first notice about you.

3. Use common courtesy. Let prospects know you understand how busy they are and that you won't waste their time. Start off by saying, "I know your time is valuable, and I appreciate you spending 20 minutes with me. I'll make sure we stick to that time frame."

4. Learn something about the prospect beforehand. If possible, go on a fact-finding mission before you even meet the prospect. Visit the company's Web site. Search for articles about the person or the company. If someone else referred you, ask that person for insights into the prospect's interests, hobbies, family life and personality type. Call the prospect's assistant or secretary, and see what information you can find there. Then you can start your sales call by referring to whatever information you've gleaned that's relevant to the situation.

5. Break the ice with the people who are around the decision-maker. You never know who has the real power or influence in a company. If you're rude to an assistant on the way to the boss, you can be sure the boss will eventually hear about it. Establish rapport with everyone you meet- not just the immediate prospect.

6. Don't just jump into your pitch. Many salespeople think they have to break the ice by talking, talking and talking some more. They tell a joke and launch right into selling the product.

A better way to break the ice is to start with a handshake and eye contact, bring up a common-ground subject and then ask questions. Be sure to listen carefully to understand the prospect's goals and concerns.


Kilde: Entrepreneur.com, d. 5. oktober 2003
 
Onsdag den 31. marts
Så har Få Succes Som Sælger fået en ny internet-adresse. Fremover kan siden nu findes på FaaSuccesSomSaelger.dk. Samtidig er Ide-banken også kommer på hjemmesiden, hvor man kan udveksle diverse salgsrelaterede ideer, tips og tricks


Hjemmesiden er sponsoreret af Due Diligence Questions - stedet hvor du finder white papers til dine due diligence behov