What will you learn from this book
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Focus on the Customer: Johnson emphasizes the importance of understanding the customer's needs and concerns. Effective salespeople focus on providing value and solutions that address the customer's specific challenges.
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Listen More, Talk Less: Listening actively to the customer allows salespeople to uncover important information and tailor their approach accordingly. Johnson advocates for the 80/20 rule: listen 80% of the time and talk only 20% of the time.
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Build Rapport and Trust: Building rapport and establishing trust with the customer is crucial for successful sales. Johnson provides techniques for building rapport quickly, such as mirroring the customer's body language and using positive language.
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Clarify the Customer's Needs: Effective salespeople ask probing questions to uncover the customer's needs, preferences, and priorities. Johnson advocates for using open-ended questions to encourage dialogue and gather relevant information.
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Present Solutions, Not Products: Instead of focusing solely on selling products, Johnson suggests presenting solutions that address the customer's specific needs and objectives. This approach demonstrates value and fosters trust with the customer.
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Handle Objections with Confidence: Objections are a natural part of the sales process. Johnson provides strategies for handling objections effectively, such as acknowledging the customer's concerns, offering solutions, and addressing objections calmly and confidently.
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Close the Sale: Johnson offers techniques for closing the sale confidently and effectively. He emphasizes the importance of asking for the sale directly and overcoming any final objections or concerns the customer may have.
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Follow-Up and Follow-Through: Following up with customers after the sale is essential for building long-term relationships and securing repeat business. Johnson advises salespeople to stay in touch with customers, provide ongoing support, and ensure their satisfaction.
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Continuous Learning and Improvement: Successful salespeople are committed to continuous learning and improvement. Johnson encourages salespeople to seek out training, mentorship, and feedback to enhance their skills and performance.
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Focus on Results: Ultimately, Johnson emphasizes the importance of focusing on results and delivering value to the customer. By prioritizing the customer's needs and objectives, salespeople can achieve success and build a thriving business.
| Language | English |
|---|---|
| ISBN-10 | 8172235232 |
| ISBN-13 | 9788172235239 |
| No of pages | 111 |
| Font Size | Medium |
| Book Publisher | Harper Collins Publishers |
| Published Date | 01 Feb 2007 |
About Author
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Teaches how to apply the secrets of One Minute Manager to have customers falling over themselves to buy your product.Spencer Johnson – author of Number one bestselling business book Who Moved My Cheese? and business guru Larry Wilson teach the principles of the One Minute Manager to the sales-person in this motivational business book.
Practical advice is offered to help the struggling salesman – covering useful pointers for how to behave such as :treat customers like people, listen carefully to their needs, use after-sale calls to generate good will and referrals; as well as motivational, confidence boosting tricks which help bring sales to completion with minimum of effort.Spencer and Larry prove that bad track records can be smashed by applying the simple techniques learnt here and by "helping people…to feel good about what they buy."
Creating positive mental states in the customer and the salesperson provides the right environment for a sale.This book is the quick., easy and fun way to achieve success in sales.