By Jeffrey H. Gitomer, Ron Zemke
A part of a chain for salespeople, adapting the winning "knock your socks off" formulation for wowing consumers right into a procedure for profitable revenues. It covers either simple talents, equivalent to networking and producing leads, and complex themes comparable to expanding a customer's convenience point.
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Additional info for Knock your socks off selling
Chip Bell, does a lot of work with the Marriott organization. When he travels, he insists on staying in Marriott hotels, even when working for another client. Why? They trust me to give them good advice. The least I can do is trust them to give me a good night's sleep. It wouldn't feel right if I didn't. Consultative salespeople are committed to a positive, reciprocal, back-and-forth relationship with customers. 4. Believing that your products and service are a great fit with your customer's needs.
__ __ I love to win. Being the one who gets the order in a competitive situation. It pumps me up. __ __ I can accept rejection with a positive attitude. No and we aren't interested just mean I have to find a better way to tell my story. Page 6 Yes No __ __ I can handle details. Crossing the T's and dotting the I's isn't my favorite thing, but I can get it done. I know that doing the details does make a difference. __ __ I am loyal. I stand up for my customers and for my company. It's particularly important for me to stick up for my customers.
3. Helping customers achieve their business objectives. Consultative selling has an element of faith and trust in it. There is an implicit belief on the part of the consultative salesperson that if he or she is seen as not just selling, but as helping the customer meet his or her business needs, the customer will bring business to the salesperson. Does this quid quo pro always work out? No. There are indeed customers who aren't fair and who see no obligation to the salesperson who puts the customer's needs first.