The classic "features and benefits" sales approach is dead. To sell today, you must add value, provide perspective, and show customers how your product will quickly and consistently solve their specific needs.
First, of course, you must listen to your customers--to discover exactly what their specific needs are.
The Sales Success Handbook outlines a battle-tested, six-step program for hearing and understanding exactly what your customers have to say and selling solutions instead of just selling products. Legendary sales trainer and author Linda Richardson presents 20 powerful lessons you can use to:
- Learn from your customers
- Develop a questioning strategy
- Drill down to needs
- Listen to question meaning
- Position solutions
- Use objections to win business
- Avoid closing tactics
- Leverage your resources
- Build your dialogues
- Sales talk
- Create a dialogue
- Always be prepareing
- Sharpen your critical skills
- Open with a focus on your customer
- Relate to your customers
- Position your questioning
- Develop a questioning strategy
- Think questions
- Develop deeper need dialogues
,etc.