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1. During the conversation with the customer, it is important that you talk without giving them any chance to interrupt you. In this way it will be easier for you to hold the initiative. |
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2. A good sales representative is also always a good consultant. |
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3. Unsuccessful sales representatives make three fundamental errors: a) they are constantly talking more than the customer,
b) they are talking about technical details too much,
c) they are asking few questions. |
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4. An argument of the sales representative without any proof leads to a contra-argument of the customer and thus to confrontation during the conversation. |
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5. Whether the customer has a strong sense of their own worth or an inferiority complex does not play any role for the tactics for holding the conversation. |
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6. If during the conversation you formulate your thoughts in a crystal clear manner, you can be certain that the customer always understands everything in the way in which you mean it. |
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7. During the sales conversation the thoughts of the customer determine their feelings. |
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8. The customer judges your intelligence from your appearance. |
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9. The customer talks only with their mouth; they do not express anything by gesture and facial expression. |
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10. In a sales conversation, it is possible to argue things, which not always correspond to the truth. |
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11. A sales representative, who daily carries out conversations with customers, planned and agreed in advance, generates also sales. |
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12. The success or failure of the sales conversation is most often determined during the first few minutes! |
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13. If in spite of all efforts, the sales representative does not manage to achieve any sale, there is only one reason for that: the customer is obviously a stubborn fool, married to the competition. |
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14. Many sales representatives have a low turnover because they receive a bad sales area from their companies or unsaleable products, or they are sent to very difficult customers. |
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15. The fact that during the conversation the customer is restless, sometimes they cross their arms, sometimes they put their arms behind their head, and that they yawn does not mean that they show any mistrust of me. |
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16. The fact that during the conversation the customer plays with a pen all the time does not mean that they are nervous, timid or tense, or that they seek any support. |
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17. The fact that during the conversation the customer starts speaking more slowly and more quietly is not a sign that they feel insecure and try to gain time. |
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18. The fact that during the conversation the customer strokes their beard means that they are thoughtful and pleased. |
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19. “Active listening” denotes the method that a statement of the customer is transformed into a question. |
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20. If, for example, the customer’s wife is also present during the conversation, the good sales representative focuses on her above all. |
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21. If the conversation with the customer has run badly, I consider this as something normal because eventually not every sales conversation leads to a deal. |
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22. I always listen to my customer carefully. |
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23. When my customer expresses any doubt or criticism, I “crush” it with strong arguments. |
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24. I prefer to devolve responsibility to the others. |
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25. I often feel unjustly criticised. |
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26. I can quickly change my mood for new tasks. |
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27. I pursue my goals with perseverance, even when I encounter resistance. |
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28. Dominating customers make me unsure. |
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29. I prioritise the tasks for the day. |
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