文档介绍：1
21st Century
Selling
he final decade of the 20th century saw more changes in the
Tworld of selling than the previous 90 years of the century.
And this century’s changes promise to dwarf those changes in
speed, magnitude, and velocity.
So, congratulations! You are about to jump on board a fast-
moving train. However, no matter what your level of sales expe-
rience, this book will deal with the newest, most up-to-date
ideas and proven strategies. e and all aboard!
What Is Sales All About?
Professional selling is all about getting in front of the right peo-
ple with the right message at the most opportune time. It’s all
about how you position yourself and anization,
prospect for business, properly plan your presentations, build
trust, and uncover the right set of answers that your prospects
are looking for. It’s about how you make your answers or solu-
tions available to your prospects under the conditions and
terms that they are most interested in. It’s pelling
1
2 Sales Techniques
Two Ways to Win value for your product and
By far, the biggest mis- maximizing margin. It’s
takes salespeople make, then servicing your new
no matter what they sell, is that accounts in order to
either they fail to invest enough time exceed their expectations,
prospecting for business or they fail sell them more, and use
to ask enough of the right questions them as referral sources.
when they do get in front of a quali-
That’s sales. And it’s that
fied prospect.
simple. But not so easy.
The 20 Biggest Errors in Selling
Selling may require a slightly different approach based on the
product or service you’re selling, the type of prospects, and the
nature of the sales cycle or process that is required to sell it.
However, regardless of what you’re selling, there are 20
errors that could prove to be fatal to you:
1. Talking too much and listening too little
2. Not asking enough questions
3. Too little pre-call planning
4. Inconsiste