101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth

By Patrick Forsyth

Grouped into logical sections, this article information tips to get purchasers to claim convinced, comprehend purchaser wishes, create the ideal effect and achieve dedication.

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It may be your natural instinct, or you may regard it as a skill to be developed and deployed as necessary throughout the selling process; or a bit of both. Whichever may be the case, empathy is vital and it has already been mentioned under the earlier heading about manner. There is an additional point about it, however, which is worth taking on board. You do not need just to be empathic, to take in and appreciate the customer's situation, but to do so in a way in which your doing so clearly shows.

You should respect it. It sounds obvious enough, but do not sit down until asked; do not even ask to smoke unless it is clear (perhaps because an ashtray is on the desk) that this is not likely to offend; do not bang your hard briefcase on their polished desk; and do not get too close, people do not like being crowded – so respect their space. Be considerate of anything and everything that will indicate a caring manner, one that respects the customer, their views and their property. They will appreciate the attitude this displays.

Use eye contact In most cultures avoiding the other party's eye is regarded as shifty. Yet the first stages of the sales meeting are such that they do present some psychological difficulties. You wonder what the buyer thinks of you, you worry as to how it will go, you have a good deal to concentrate on to try to make sure it does go well; all may hinder an open approach. Yet if you can look the customer in the eye and develop an easy manner to go with it, then you are much more likely to give the right sort of impression.

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