How to Find Additional Income
Experienced sales professionals know how to create additional sales in an existing account that was previously and seemingly black and white with only one objective. The sales technique is to ask many questions.
Whether an initial sales call or following up through the year, by asking the client where they are today, what their experiences have been and what they are trying to achieve, you soon learn far more of what is on their mind than what they intially shared. Put yourself in their shoes. Aren't you hesitant to share "everything" when someone approaches you? This is actually sales technique #2 – understand the client's perspective first.
When you are both relaxed in conversation and interject some personal news that's of interest too, more and more possibilities develop. In addition to which the tendency is to become friends with the client. Of course professional boundaries need to be in place, but your future visits, if you sell in person, become far more comfortable or you begin to look forward to future phone and Skype calls.
Bringing down the barriers and opening up your heart and mind will lead you to the Smooth Sale!
Read Additional Sales Techniques:
(Paperback and Digital formats)
Share on Facebook