You
will recognise many of these sales adages but when you have
finished training 'the Balancing the Sale way' you will
find they become second nature.
- Selling
is a balance of Asking and Telling.
- Don’t
sell what it is. Sell what it does for the
customer.
- If
you don’t look after your customer, someone else
will.
- Ask
another question.
- In
the choice between explaining the features or talking
about the benefits, choose the benefits.
- Close
early and often.
- Don’t
talk so much.
- Remember
these two words: Shut and Up.
- Listen!
- Talk
about me – the nicest guy in the world, the centre of the
universe, the only person I think about from dawn till
dusk. Me! Your customer. I want to pay your
wages.
