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Free Sales Training Idea. ......Free Sales Training Idea…“Six Ways To Develop Poise And Control The Selling Interview”.
It has been said the successful salesperson is perfectly 'poised'. They are in complete control of the interview while keeping it brief and to the point. Sounds good. But how does one achieve that confident, assured attitude? How can you learn the technique of controlling interview? Think of it as in the word P-O-I-S-E-D. The six letters represent a step that leads to a successful interview.
1) P - Plan. Plan your interview. Plan your selling strategy. 2) O - Organize. Select and organize all your selling aids for each interview. 3) I - Investigate. Where possible, investigate your prospect before you call. If it's not possible analyze them in terms of similar characteristics of similar prospects. Know everything you can about them, particularly find the reasons why they need what you want to sell them. 4) S - Sure. The salesperson that is not sure of the facts about their product or service when they call on their prospects will seldom control the interview. Make sure you know your product. Also analyze recent presentations. Eliminate weaknesses, improve strong points. Be sure your presentation will be successful. 5) E - Enthusiastic. The spirit with which the salesperson makes their presentation can influence their success. As a salesperson, you have a lot to be enthusiastic about...the company, the product, the service you deliver, the benefits the product or service will bring to the prospect, and all your many satisfied customers. 6) D - Determined. The salesperson who controls the interview is the one who wants to win. They are determined to get the order. They won't back down when a prospect throws objections at them. They meet them squarely and continue with the presentation.They succeed. Why? They are determined to control the interview and close the sale. So POISED spells out the technique for controlling interviews. Follow these 6 steps and you can be sure you will control the interview and close a much higher percentage of sales. Use this free Sales Training idea to increase your sales conversion rate and therefore increase your business sales.
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