how to sell almost anything
Post on 16-Apr-2017
398 Views
Preview:
TRANSCRIPT
Huthwaite is a sales coaching company based in Arlington,
Va., with 10 offices worldwide, including in Brazil, Australia and Singapore. It teaches a sales method developed 30
years ago by British behavioral psychologist Neil Rackham,
who studied more than 35,000 sales calls in 40 countries. We
talked to Huthwaite's chief executive, John Golden, about
the company's approach.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and Presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Research the customer's needs
Do your homework before you start selling.
If you are selling medical devices and
your client is a hospital, probe the hospital's
needs before your first meeting
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Ask the customer about her goals
When you first talk to a buyer, ask her what she needs and how
she wants to use your products.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Use your research to ask insightful
questions
Act as a facilitator to help the buyer learn more about how she
might use your product
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Listen carefully
Salespeople who use the Hut Waite
approach often do more listening than
talking.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Come across like a consultant.
Make the customer feel she is getting the
advice of an expert who can help her
improve her business.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
If the buyer has a purchasing team,
approach each member individually.
Go beyond the team leader and tap each
person to ask questions and address
individual questions and concerns.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Present your product as a way
to solve the buyer's problems.
Emphasize the customer's needs over the product's
qualities.
How To Sell Almost Anything
Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam
Contact: luuvanhai@hotmail.com Cell phone: +84 945181000
Thanks & Good results
Glocal.,Jsc (Distressed projects & companies to sell & buy in VietnamContact: luuvanhai@hotmail.com Cell phone: +84 945181000
top related