Creates rapport upfront that is not false
Helps you remain calm and interested in the client and their needs
Designed to create a dynamic "conversation" between parties for positive outcomes
Asks intelligent, positive, open-ended questions to uncover the client's position [pain]
Understands and relates to the client on their level by remaining in their world
Positions you as a trusted advisor, not a peddler or product pusher
Understands how to make the client feel OK with their buying style and relates to them in this manner
Understands that people buy from people they like and who are like them that are professional and competent
Creates an up front agreement with the client in order to reassure them throughout the process in order to reach a successful mutually agreed upon outcome
Immediately starts "telling/selling"
Rushes or pressures the client
Asks intrusive questions
Acts cocky or condescending to the client
Uses company terms or jargon to act knowledgeable
Sells using features & benefits
Tries to disarm the client and finagle them into buying
Sells based on the sales person's gut feeling
Seeks to close, close, close at any opportunity regardless of the client's readiness
To receive a detailed copy of Dan Beatty's complete resume or to speak with him regarding a potential Sales Leader/Manager, or Sales Training Leader/Manager position within your organization, click here.
Who needs a SMARTER selling system? As a matter of fact, all sales professionals need a system. Whether you are new to the selling environment or have been selling and leading others for twenty years, a system helps you define how to get selling done by establishing a course by which to follow and adhere to.
Dan's SMARTER selling system,
The true benefits of a successful SMARTER selling system is that it allows you to maintain control of the selling process without having to "sell" your prospect. It takes the pressure off of both parties and creates a comfortable environment allowing for discussion and mutual respect. Prospects are people first and foremost. No one likes to be seen as somebody else's meal ticket. By using my SMARTER Selling System, you can remove doubt and skepticism and have a professional discussion with your client that is both reasonable and enjoyable while focused on achieving a mutually beneficial outcome.