http://davesewell.co.nz/sales-training-can-your-business-afford-not-to/ Christchurch New Zealand Business Mentor, Business Coach, Sales and Management Trainer and Marketing Specialist Mon, 05 Dec 2011 23:48:34 +0000 hourly 1 http://wordpress.org/?v=3.2.1 http://davesewell.co.nz/sales-training-can-your-business-afford-not-to/#comment-1828 Dave Mon, 29 Aug 2011 20:10:37 +0000 http://davesewell.co.nz/?p=1116#comment-1828 Hi Russell, thanks for your comment. It can be quite intimidating for certain sales people, trying to build that rapport with someone they have never met before. There are many things they can do to lessen the stress, the first is to go into any meeting prepared, what would a successful outcome look like - it may only be to get the business card of the key contact for the business. Once they know the objective of the meeting, they prepare their conversation and questions around that objective. One of the other things I would do on a regular basis is "sweep the room", take in everything in the room, what pictures are on the wall, are their trophies sitting around, are there any family pictures, is there a golf bag sitting in the corner? Every office has something personal in it, identify what that is and open up the conversation around that, get the customer talking about things that they have a genuine passion for!! Hi Russell, thanks for your comment. It can be quite intimidating for certain sales people, trying to build that rapport with someone they have never met before. There are many things they can do to lessen the stress, the first is to go into any meeting prepared, what would a successful outcome look like – it may only be to get the business card of the key contact for the business. Once they know the objective of the meeting, they prepare their conversation and questions around that objective.
One of the other things I would do on a regular basis is “sweep the room”, take in everything in the room, what pictures are on the wall, are their trophies sitting around, are there any family pictures, is there a golf bag sitting in the corner? Every office has something personal in it, identify what that is and open up the conversation around that, get the customer talking about things that they have a genuine passion for!!

]]> http://davesewell.co.nz/sales-training-can-your-business-afford-not-to/#comment-1826 Russell Reardon Mon, 29 Aug 2011 08:15:29 +0000 http://davesewell.co.nz/?p=1116#comment-1826 I have a staff member whom is very efficent but struggles to make the customer a friend from the start. Also to break the ice and create a warm friendly enviroment. I have a staff member whom is very efficent but struggles to make the customer a friend from the start. Also to break the ice and create a warm friendly enviroment.

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