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Greetings,
Happy New Year to All. I trust you had a great
holiday season and are planning for a Prosperous New Year.
With that said, I would like to invite all of you to join us
for the launch of the SellMORE Sales Intensive, scheduled to
take place at the Radisson Hotel in Baltimore on March 22,
2005.
The Intensive is a 10 week breakthrough sales program,
designed to cover not only the 'hands on' skills of selling
but also the 'soft skills' as well-- the little nuances which
separate the good from the GREAT sales reps.
We will cover:
- Prospecting
- Establishing Rapport/Trust
- Body Language
- Mind Set
- The Key Traits of the World's Top Sales Reps
| 20 Questions That Set Up the
Sale |
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I have often said that the most important tool a
sales person can have, is his/her arsenal of questions.
The right questions, can undoubtedly assist you in
getting more business.
While every account is
different and the sales rep's qualifying questions
should bring out the unique characteristics of each
prospect, establishing a roster of questions which can
be kept in your toolbox and tweaked as you talk with
more prospects in your market is a good start.
This list will assist you in qualifying your prospect
and aid you in making accurate recommendations
concerning your merchandise and dealing with them.
- What is your main area of responsibility?
- Where does your company fit in this market?
- What products/services do you promote?
- Do you publish an annual report?
- What criteria do you consider when you qualify a
new vendor?
- How are you different from your competitors?
- Who are your primary customers and how do you meet
their requirements?
- What percentage of the market do you control?
- Are you looking for certain benefits from your
supplier which have been difficult to obtain?
- Are you comfortable giving me part of your
business to demonstrate my ability to provide my
product/service when you need it?
- What should I do first to become your supplier?
- What type of follow up do you require?
- How do you like sales people to handle
appointments?
- Have you changed your supplier recently?
- Do you prefer more than one supplier to provide a
certain product?
- What is your biggest time waster when you work
with your current vendors?
- What do you like or dislike about your current
suppliers?
- Do you have interest in a new supplier who offers
competitive pricing and excellent service?
- What do you like or dislike about your current
suppliers?
- What do you already know about my company and the
products we sell?
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| A Bit of
Inspiration |
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Each time someone stands up for an ideal, or acts to
improve the lot of others, or strikes out against
injustice, he sends forth a tiny ripple of hope.
- Robert F. Kennedy
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Free
Tele-Seminar |
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Join Us for a FREE Tele-Seminar: An Introduction to
the SellMORE(tm) System. It is being offered on both
January 12th from 8-9PM EST, and February 10th from
9-10PM EST to give you an opportunity to get a look at
this powerful new intensive. There is absolutely NO
Charge for this, except the cost of the long distance
call to the bridgeline. You can register using the link
below; please invite others. You will receive an email
confirmation and all the details once you have
registered. Register for the FREE
Tele-Seminar: |
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