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Synergistic Selling:
3 Components
Selling Is Solving Problems
All businesses are selling
solutions to
problems.
Selling is about solving customer problems.
Your prospective customers may be aware of these problems, or you can bring
these problems to their attention. Your prospective customers may face
these problems currently or they will face these problems as the situation
and their needs change.
The most successful salespeople are the ones
who find pressing customer problems, identify the customer’s priorities for
solving those problems, and help customers solve them in a way that is
convenient, cost effective,
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innovative
and timely...
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Making Effective
Presentations
Support for your product purchase can be won or
lost based on
→your ability to present with
credibility, to transfer your
enthusiasm, and to deliver your thoughts and ideas with
style,
confidence and
authority.
Communicate effectively to educate,
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motivate and persuade your prospects. Be more persuasive using
emotional
keys. A remarkable and persuasive presentation can help you stand out
from the crowd, get noticed in a positive way and win new clients, new sales
or business tenders...
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Selling by Listening
Great salespeople are great
great listeners. The most
critical
→
communication skills
for anyone in the business world – managers, innovators, salespeople, and
customer service specialists – is
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effective listening. People
don't buy what you wish to sell.
They buy what
they need. Selling is not
happening when you are talking. Selling is happening when your prospect is
talking, and you are
listening
actively and passionately,
listening to your prospect's
emotions to find the right fit...
>>>
Don't Forget About Your
Existing Customers!
It costs 6-8 times more to sell to a new
customer than an existing one. Yet, sales and marketing budgets of many
companies are heavily weighted toward new customer acquisition. Yes, you
should invest in new customers. But, you should also have distinct and
specific plans for building customer loyalty...
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