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By Sean McPheat

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The numbers in parentheses represent the number of customers in each stage of the funnel. You would create a spreadsheet or file for each of the customers at each stage in order to track when you move them from stage to stage through the funnel. The funnel should represent a specific period of time such as a month or quarter, at the end of which you can evaluate how well you are doing at moving customers towards a sale. com 30 Basic Selling Skills General Skills Every Salesperson Should Have  Get in the habit of creating a ‘to-do’ list at the end of your workday of things that you need to get done the next day.

But when you focus on benefits and show the customer how your product will help them to be successful, you will keep the attention of the customer.  As you prepare your presentation, consider what the expectations of your listener are. Then be sure that you respond to and meet those expectations.  Emphasize the quality of your product or service and the integrity of your organization – show that you are someone that the customer would be proud to list as a supplier.  Your presentation should also include: o Clear, concise information that is delivered in a professional manner o Evidence of success for similar customers or from similar types of businesses.

The customer will have a strong desire for your product or service and will believe that you are the right choice to be their provider. It now only remains for you to get the customer to take the next step; the action which will commit the customer to your services.  Caution, hesitancy, or the simple fact that there is so much more to do these days for all of us may mean that it takes some follow-up efforts in order for you to get the final commitment.  If there is some hesitancy, there may be some objections that you haven’t addressed yet, or some concerns that need to be discussed.

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Basic Selling Skills by Sean McPheat


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