Ejyro
New member
Sales,in it's simplest term has three basic parts;
1) Establishing rapport:As a professional, you must take sufficient time to build a bridge of personal warmth and rapport between yourself and the prospect before you can go any further.This is the equivalent of the examination phase in the doctor-patient relationship.If you attempt to sell without taking time to understand your prospect,he or she may be polite, but he will usually be uninterested in doing business with you.
2) Identifying the problem: This is equivalent of the diagnosis phase in the doctor-patient relationship.As a sales consultant, you are a problem solver.The product or service you represent is a solution to a problem that the prospect has or might have.It is only when you are addressing yourself to a real problem or pain being experienced by the prospect that he or she will see you and treat you as a professional rather than just a salesperson.
3) Presenting the solution: Your job is to find problems for which your product or service is the solution or answer that the customer needs.The focus of your questioning and conversing should be on how your product or service can be acquired and used by your prospect in a cost effective way.
1) Establishing rapport:As a professional, you must take sufficient time to build a bridge of personal warmth and rapport between yourself and the prospect before you can go any further.This is the equivalent of the examination phase in the doctor-patient relationship.If you attempt to sell without taking time to understand your prospect,he or she may be polite, but he will usually be uninterested in doing business with you.
2) Identifying the problem: This is equivalent of the diagnosis phase in the doctor-patient relationship.As a sales consultant, you are a problem solver.The product or service you represent is a solution to a problem that the prospect has or might have.It is only when you are addressing yourself to a real problem or pain being experienced by the prospect that he or she will see you and treat you as a professional rather than just a salesperson.
3) Presenting the solution: Your job is to find problems for which your product or service is the solution or answer that the customer needs.The focus of your questioning and conversing should be on how your product or service can be acquired and used by your prospect in a cost effective way.
