By Patrick Forsyth
Grouped into logical sections, this article info the way to get purchasers to claim sure, comprehend buyer wishes, create the correct influence and achieve dedication.
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Extra resources for 101 Ways to Increase Your Sales (101 Ways Series
One of the entries called for a mark for honesty. This seemed to me to be a nonsense. In business, at least at the level of subordinate, you are either honest or you are fired. But there is that convenient in between: the so-called white lie. 29 101 WAYS TO INCREASE YOUR SALES There may well be a place for these if life and relationships are to work, but sales people have some much used phrases that are so transparent as be to the equivalent of putting up a big illuminated sign that says "This is only a ploy".
No doubt many more. Such needs may be tangible or intangible. For example, a new car may be bought to fit in the garage (a tangible need for something less than a maximum size); or because it has good fuel economy which can also be measured. Or it may be to meet a need for an aspiring businessman to look successful; or a younger person to look trendy, both of which are more difficult to specify. There are two key implications here for the salesman. First, do not overlook intangible needs. They can be very important to people and may not only be overlooked, but are sometimes not taken seriously by sales people who do not share the need or even understand it.
Types of buyer While all customers are individuals and must be treated as such, there are types of buyer just as there are types of any other category of people. Sorting such categories in the mind is perhaps a good start to being able to deal with all the different types of customer you meet in the right kind of way. It provides a manageable basis for dealing with the decisions involved. The following is not intended to be definitive, you may well come across people who do not fit in any of the following categories, but it provides a basis for planning and maybe for devising additional categories of your own.
101 Ways to Increase Your Sales (101 Ways Series by Patrick Forsyth