Are ___1____ the best way to increase sales? Probably not! For today we are looking in a market with plenty of what we have to sell. Economies have moved from____2____. There are more goods been sold today than what is actually needed. It is a buyer’s market. What the buyer demands now is service rather than hard-sell. Then how to become a good sales person. The answer is the quality of our sales people and service they offer. What is the most important thing we must do? Serve the customer. You notice that I don’t say “sell to the customer”, because we are doing far more than just selling. Through consultative selling we are helping the customer towards___3____. We do this by ___4___ with the customer, during which we ask for information, and give it. It is necessary to ask questions in order to find out what the buyer’s needs really are. The consultative sales person does not try to ___5___ with high pressure sales talk. Instead, the buyer’s needs are identified through two-way communication. By exchanging information and responding to their needs, we create customer trust.
aggressive hard-sell techniques
a period of scarcity to one of abundance
making an intelligent decision
establishing a balanced dialogue
dominate the customer