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The way to win new business is to relax. That doesn’t mean taking a casual approach, but it does mean you should avoid passing your stress on to your customer.
Sarah Castle, managing director of Think Big Training, explains: “Recent research tells us that the reason customers are still not buying from you is because they just can’t see the benefits of products like we can.
“The most successful sales people are more customer focused than sales process driven. Of course we all think we are passionate about customers but when you’re under pressure the first thing a sales person will do is sell. And that’s when they go wrong.
“The quickest way to affect your results is to change your behaviour and to do that you have to change your attitude. When we work with a salesforce, we start right at the beginning, looking at their attitude to their products and their company. It’s only if you get that right that you can be successful in selling the company’s products and services.”
Here are some of Sarah’s tips for successfully selling:
• Do your homework before your visit
• See your success in your mind
• Create impact with your body language
• Focus totally on your customer
• Relax, be confident
• Listen well
• Use your customers’ words
• Create the desire in the customers
• Win the business.
Visit: www.thinkbigtraining.com
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