By James Desena
Do not simply watch them-join them! join that elite workforce of revenues professionals who regularly holiday documents in each promoting atmosphere. the ten Immutable legislation of energy promoting finds the secrets and techniques of the world's maximum energy dealers and indicates you the way to set a few documents of your own.With case reports, examples, and shops from such prime businesses as Bayer, Harris, Marriott, Siemens, and others, professional revenues advisor and coach James DeSena exhibits the right way to develop into a self-starter who seeks demanding situations, adapts to altering stipulations, and generates cutting edge ideas that upload price. In gaining knowledge of DeSena's 10 legislation, you will find out how to:Make extra revenues and earn greater commissions-even in a recession locate new and higher how you can serve consumers on a daily basis determine consumers' wishes and forge suggestions to slot these wishes construct and deal with robust purchaser relationships for long term luck
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Extra resources for The 10 Immutable Laws of Power Selling
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They may overpromise and underdeliver. They may be product peddlers instead of problem solvers. They have no meaningful business relationship with the customer beyond getting paid for that one transaction. It’s an expensive way to do business. The relationship is about trust in how you and your company perform. Always keep in mind that it is your consistent delivery of solutions to your customers’ problems that will keep them coming back. Law 4: Build Relationships for Repeat Business 35 36 Law 4: Build Relationships for Repeat Business Three Common Mistakes Salespeople Make How do salespeople run into difficulties with customers?
You’re not considered just another salesperson pushing product. You and your customer can have a sense of trust about your relationship. Never take the relationship for granted—as soon as you do, you’ll start to lose the trust that you worked so hard to gain. Marriott International is a leader. Its salespeople are recognized as being among the best in the hospitality industry. How do they do it? John Marriott, executive vice president of lodging for Marriott International (which includes sales and marketing), said, “At Marriott, our salespeople are highly regarded because they are knowledgeable about their customers and spend as much time listening as they do selling.
Get them technical support when they need it. • Be available, be trustworthy, and show interest and understanding. • Understand their objectives and help them to achieve them. • Gain understanding of their business process and their products. • Keep up with industry trends. ” • Communicate with all levels in the company. • Make their concerns your concerns. Put a high priority on addressing them. • Know your products and their applications. • Communicate about new products and offer assistance and training for them.
