Hello sir, may I inquire whether you have any favorite books pertaining to sales that you would recommend to someone who is not terribly experienced? I need to start doing sales, and it is a matter of success of failure for my endeavor, but I am woefully ill equipped. Some books I read in the past have not been very... constructive.. with some promoting dishonorable methods. I could really use more to add to my reading list and would greatly appreciate any suggestions :)
RE: Number 1 Sales Technique
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Number 1 Sales Technique
Hi there,
A couple things, thanks for reaching and I'd be happy to help. When you think about sales you need to think about 5 things in the process. Conversation, Curiosity, Conviction, Desire and the Close. Use conversation to create the curiosity, the conviction comes when they show up for the appointment, the show. Create desire with creative language, the buying process is emotional for the most part unless you are selling to engineers and finally the close. The close should come naturally as part of the next step. If you have to handle objections it will be about trust or cost more often, determine which one as quick as you can.
The book I recommend is How to Sell Anything to Anybody by Joe Girard. He is the World's Greatest Salesman according to the Guinness Book of World Records.
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Using conversation to create the curiosity... quickly determining whether an objection is from an issue of trust or cost...hmm. I feel like you may have just given me a couple of much needed puzzle pieces I didn't even realize I was missing. Thank you for the generous response, this is all very helpful! :)
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Glad to help I really recommend the book too, great read and entertainingly written. Makes you think anything is possible in sales.
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Ari Galper - Unlock the Game
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