By Sullivan

ISBN-10: 1402205139

ISBN-13: 9781402205132

ВЂњI've been promoting an analogous uncomplicated product to an identical shoppers for over 10 years. I watched your video and it became my considering upside down!...And wager what?? i used to be my company's most sensible revenues Performer!” --Linda Jamison, nationwide Account supervisor, Time Warner booklet workforce Brian Sullivan is an award-winning salesclerk and some of the most in demand and sought-after revenues and management running shoes. His high-energy, no-nonsense, interactive seminars at the detailed promoting formulation became one of many preferred education classes in revenues. established round the concept so you might “Say less...while promoting more,” Sullivan teaches salespeople the best way to execute definitely the right promoting formulation in precisely 20 days. they are going to additionally how one can: --Lead their corporation in revenues --Be silly to make silly substantial funds --Create a posture that draws shoppers --Evaluate revenues functionality after each name

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The usual response is, “I don’t like to take notes because I don’t want to bury my head in a notepad. ” Of course, this Listen Up! 49 response is usually preceded or followed by the standard, “I have been selling for a lot of years and…” Anyway, I do understand that it might seem like a contradiction to say that you have to be completely focused on customers and what they’re saying and at the same time be taking notes on what they’re saying. With this being the case, there is a right way and a wrong way to take notes.

Questions like these will get you much information. Use them often, and watch your customers open up and share more of themselves than ever before. When using BW Questions, do what all great interviewers do. They will never ask just one opened-ended question about a specific topic. They will delve further into that topic by following up with a second and third open-ended question. This is how they are able to get to the real thoughts and emotions of the person they are interviewing. 36 Twenty Days to the Top BW-Effect Questions It is not enough to know that a customer is not happy with their current supplier.

They feel that silence shows weakness. We need to destroy these myths. ” —Wilson Mizner (1876–1933), American playwright While your thoughts and opinions are important in a sales call, they are not nearly as important as the thoughts and the opinions of your prospects. Before you ever meet with a prospect, you already know what you know. Do you believe that learning something from your prospect is important? If so, how much can you learn while you’re talking? ) Remember that to be PRECISE means saying only what your customers want to hear.

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20 Days to the Top by Sullivan


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