Sales & Marketing Management

Some less obvious and possibly underlying buying motives are: We have discussed reasons why customers buy and how to identify th ...

Reasons for not buying It is equally important to understand the reasons why a customer does not buy. In doing so, you can ident ...

Good questioning techniques When you interact with a customer, you must use good questioning techniques to identify their need. ...

Nevertheless, be careful that you don't bombard the customer with questions! Û Avoid speaking too fast Û State your questions cl ...

Example: A pet supplies store has brought in stock of electronic flea collars. They sell for $75.00 each and they are guaranteed ...

The clerk did a lot more than that didn't he? Think of what you have learned so far in The Art of Selling. This example is based ...

Know your product lines and their features and benefits Presenting the features and benefits of a product or service to the cust ...

Features and benefits It is very common to confuse a product feature with a product benefit. Here are some examples of features ...

So, always sell the benefit. Don't assume the benefit is readily apparent to the customer. Always tell the customer what it is. ...

After identifying the objection, use one of several methods to eliminate or overcome it. Avoid agreeing with the objection unle ...

Closing a sale Now that you have identified and qualified the customer's needs and addressed their concerns or objections, it is ...

Offering a last chance to buy If the customer does not buy now, the item may not be available later or the sale price will not ...

Learning from selling situations If you did not manage to close the sale, you may want to evaluate what might have led to the lo ...

Handling customer complaints There will always be customers who complain after completing the sales. Like customer objections, d ...

Sales communication techniques Sales communication techniques will present some useful techniques to use when communicating with ...

Do not interrupt Do not take for granted that you know what the other person is trying to say and break in with your own expla ...

A frequent barrier to sales communication is one that arises from differences in situations. The seller doesn't understand the ...

Interacting with customers The following chart contains a good checklist of questions to ask of yourself after interacting with ...

Reviewing this material a few times will improve your skills. In addition, experience will enhance your skills and comfort zone. ...

Celebrate!! ...