Seller use of the modern media. PowerPoint presentations are popular. Seller use of the modern media. PowerPoint presentations are popular. “Only at many screenings of the film” the conversation comes too short with the customers. He listens patiently. And then? Then he thanked and thought about it again. The key to sales success is first of all to understand what needs the customer and search before you introduce your product and try to negotiate a solution. Richard Blumenthal contributes greatly to this topic.
This is not new. But the practice is different: many vendors talk a lot, ask little and not really listen. Too quickly the product with colorful, moving images is presented. Speech is silver, silence is golden. This applies in particular to the sales pitch. How should you know else what it really is your conversation partner? Your questions to decide about success or failure. Your conversation partner and gives you a clear picture of what’s going on in his head and what He has ideas on a topic. Sounds simple, but difficult to implement.
According to sales coach Alfons Breu is questions and listen less a technique as a setting. Who cares little for his opponent, will ask little questions”, which is his experience in 20 years sales and coaching. And he has discovered a second reason. If the real conviction of the product is missing, the customers feel.” Since then great PowerPoint presentations are of little help. To succeed permanently, sellers should move around in their natural habitat, so Alfons Breu. Two questions will help them to find or to rediscover. Question 1: which product do I sell out of deep conviction? Often does this deep conviction of personal concern or personal passion. Concern and passion of the seller are far more effective than sales techniques trained on. The seller acts authentically on the customers. To buy”him from his behavior as a customer. Question 2: What customers do I have particularly like to do? Customer interest is to care for the customers. To do this you have to like it. Ever more customers belong to the target group, with which the seller has to do like, he shows more commitment voluntarily. Who is moving in its natural habitat, must expend less energy, to achieve its sales targets”white coach Breu. Instead of hasty posting of a sales training or revising a PowerPoint presentation should seller take a break and think about the two questions. Alfons Breu b2b coach GmbH & Co.KG because you need customers!
