Systems News - Used Office Furniture

Link: http://systemsnews.com/newsletter/2008/Nltr03-17-08.pdf

Have you guided the conversation through the steps of a structured selling process?

Or did you sit there, fingers crossed, hoping serendipity nets you a sale? Consistent success in sales doesn’t happen by accident.

Even today most would-be sellers remain unclear about how to move their meetings forward. Instead of sales calls, their days are filled with pleasant (and not-so-pleasant) “commercial visits” and random encounters in the business marketplace. Relationships are everything in business today.

When you adopt a structured approach to sales, you actually improve relationships because you avoid wasting time, your own and your
prospects’.

Some people resist using a planned sales approach, not wanting to sound “canned” or “manipulative.” In fact, most modern experts present a fair and balanced approach to sales.

They focus on helping seller and buyer work together to reach an honest decision based on genuine client/customer needs and wants.

You’ll find several good sales references out there, but reading a book to boost sales is like studying an aircraft owner’s manual to fly a plane. Just getting off the ground can be hazardous—to say nothing of what happens once you reach the sky.

A sound sales plan ends the chaos and uncertainty about how sales happen. It gives you greater control over your destiny.