Selling to Win by Richard Denny

Author:Richard Denny
Language: eng
Format: epub, pdf
Publisher: Kogan Page

Pocket reminders

• Selling is only to people; become a people expert.

• Sell yourself; find some common ground.

• Remember the golden rule: ask questions.

• Make sure that they’re questions that lead towards your USPs.

• Listen to what is said as well as to what is not said.

• Link features to benefits, and sell the benefits.

• People want results, not products or services, so sell the results.

• Don’t rely on logic.

• Be selective in the use of product knowledge.

• Know your USPs.

• Don’t catch ‘priceitis’.

• Don’t just talk; show and demonstrate.

• Never knock the competition.

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