By Patrick Forsyth
Grouped into logical sections, this article information find out how to get dealers to claim definite, comprehend patron wishes, create the fitting effect and achieve dedication.
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Additional info for 101 Ways to Increase Your Sales (101 Ways Series
37. Making notes A great deal of information can be obtained in a short time with effective questioning techniques, too much to trust to your memory; however good you may think it to be. You must make notes as you go along. The need for this is compounded by the fact that you often do not know in advance which bits of information will be useful as the meeting progresses, the relevance of specific points may only become clear as the meeting progresses. In some meeting situations it may be appropriate to ask for permission before writing down much of what a prospect says.
Nothing is perfect, and most purchases involve compromise, so these points must be discovered and added to the balance How do we do business? – they also want to assess how it will all work, who will they deal with, will things be delivered on time, what about service, etc. I agree – but only if their analysis leads them to that conclusion. A sales approach must take this thinking into account and match the thinking – selling is helping people to buy, but it must also be persuasive, your approach must work for you as well as fit the prospect's thinking.
It comes in two varieties: company and industry. Company ones such as I quoted above, are things – often reduced to sets of initials – to do with products, systems, processes, people, departments, all the things to which reference is made often and where a shorthand description is therefore useful. The technicalities of an industry are also prone to jargon. Some more than others. Computers are a case in point. The machine on which I prepared this book is a marvel of modern technology. But the manual has a nightmare lack of clarity.