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1. The most successful sales are made when you manage to press the customer and thus force them to buy your products or services. |
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2. In order to persuade someone, it is enough to have first-class arguments. |
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3. A good sales representative should be able to press the customer with arguments in such a way that the latter has eventually no alternative but to agree that the only right opinion is the one of the sales representative. |
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4. Everyone strives either to win something or to prevent the loss of something. |
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5. The key benefits for the customer are the ones which “unlock” the pathway to sale for you. It is these benefits that satisfy the customer’s most current and important needs out of the variety of their needs. |
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6. During the sales conversation, you have to intentionally provoke the “No” answer of the customer, so that you can then turn it into “Yes”. |
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7. The good sales representative talks in a picturesque way: a picture can say more than a thousand words. |
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8. When, during a telephone conversation, the customer asks you to send them your offer by fax, you should send it and wait patiently for them to call you. |
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9. You serve the ultimate consumer also with your good prices because only with a non-exaggerated profit, you are able to constantly attract them. |
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10. You serve your customer, the trader, also with your high prices. Since it is only a high price that guarantees them higher profits (higher markups). |
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11. When you are talking about the price of a product, you present it, using the “sandwich” method. This means that you surround it with the benefits of the product. |
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12. One should talk about competitors at every available opportunity and always in a negative way! |
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13. Products with the lowest prices are most sure to sell. |
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14. When you have to sell a product at a very high price, you employ the following three tactics: a) you present the high price as insignificant compared with the benefits from the product, b) you compare the different features of your product with the featur |
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15. Every price is relative. As it is directly related to the need which the customer satisfies with the purchase of the product or service. |
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16. If the customer starts bargaining for the price, you should politely but unequivocally say to them: “We are selling products but not discounts!” |
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17. If it becomes necessary for you to make a discount on the price during the conversation, you should insist on a service in exchange: for example, to place an order immediately and even for larger volumes. |
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18. The main prerequisite for a successful sale is when the seriousness of the customer’s problem exceeds the expenditures for its solution. |
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19. When I feel insufficiently competent in the conversation, I compensate this deficit with stories for success with other customers and enhance the confidence in myself with the help of references of content customers. |
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20. If the customer is of the opinion that the product is really expensive, it should be proved to them straight away that they do not know the market well enough. |
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21. I often manage to impose my opinion. |
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22. It is easy for me to persuade my customers with my arguments. |
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23. When the customer is very difficult, I give more concessions. |
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24. In order to avoid any conflict, I give greater concessions. |
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25. The most important arguments cross my mind most often after the conversation with the customer. |
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26. If someone criticises me, I look for something to justify myself with. |
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