Wednesday March 14th 2007, 4:25 pm
Filed under: MIT Sloan
Filed under: MIT Sloan
1 Comment
- First, a good salesman can close
- Has product knowledge
- Likability matters but is not the most important thing
- think of a sale in 4-5 steps: approach, demo & presentation, trial close, and close
- When you make the sale - get out! Don’t keep talking. Buyers get buyer’s remorse
- Only asset a salesperson has is his time
- Need to divide your prospects into 3 different groups: A,B,C. C prospect - give those guys to your competition b/c you don’t have enough time. Triage is critical
- Good salesperson identifies customer’s problems or their fears (ie. what the customers competitors might be up to)
- Good salesperson knows when to shut up and listen
- Smart sales guys build profiles on their customers - what have they bought in the past, now, etc.