Read e-book online 101 Ways to Increase Your Sales (101 Ways Series PDF

By Patrick Forsyth

ISBN-10: 0749419857

ISBN-13: 9780749419851

Grouped into logical sections, this article information find out how to get purchasers to assert certain, comprehend client wishes, create the precise influence and achieve dedication.

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Additional resources for 101 Ways to Increase Your Sales (101 Ways Series

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In the latter case your own certainty may be justified in the case of cost effectiveness, something most people want, but it may well be unwise to make too many assumptions about more specific matters. 39. Two kinds of need There are more customer needs than the rest of the space in this book could list. Some are generic; many kinds of customer want value for money, transport or to save money. Indeed the same product can be bought by different customer for very different reasons. The needs one person has for the product may not be even remotely the same even for very similar customers.

This is probably the single most important tenet of successful selling, yet the world over there are salesmen talking predominantly about features (things that the product or a part of it is) when they should be talking benefits. " Talking benefits, and indeed leading with benefits, is key in making what you say attractive. It is not so complicated, yet perhaps because so many people were trained about the things they sell from the starting point of features – "these are the things about it", it takes a conscious effort to state it that way round.

No doubt many more. Such needs may be tangible or intangible. For example, a new car may be bought to fit in the garage (a tangible need for something less than a maximum size); or because it has good fuel economy which can also be measured. Or it may be to meet a need for an aspiring businessman to look successful; or a younger person to look trendy, both of which are more difficult to specify. There are two key implications here for the salesman. First, do not overlook intangible needs. They can be very important to people and may not only be overlooked, but are sometimes not taken seriously by sales people who do not share the need or even understand it.

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101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth


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