"Begin somewhere; you CANNOT build a
reputation on what you INTEND to
do."
Sales Training
Terry Edwards, author of
"How to Sell in Today's Tough Markets", (see
Sales Training Books) is one of the leading UK sales
trainers.
His approach to sales
training is very specific. No psycho-babble, no hype,
no generalities - just effective techniques and strategies and, to use his
favourite word, "methodology".
Terry says:
"There are two
sellers on every call. Either they'll buy your product or
you'll buy their excuses"
Sellers today need
solid methodology that will
quickly build rapport, flush out stalls
and objections, ensuring that he
or she retains
control throughout and takes the buyer naturally to a positive decision,
in the seller's favour.
Positive professional methodology works....and how!
Amongst other things, it enables the
seller to establishwhether the buyer is still "on board"at each stage of the call and more
importantly, where the call is heading.
If the seller is in control -
he'll
feel good. Andproduce results.
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