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Step 1: Be Caring
Your customers' perception is their reality. Seeing things through their eyes will help you to position yourself as their caring and trusted partner, rather than just another vendor.
Step 2: Do Your Research
Without product knowledge, it will be impossible for any salesperson to translate product features into customer benefits. Also, know your customers' needs, wants and desires. This comes from direct and meaningful communication with your customers. I've found that a basic understanding of Neuro-Linguistic Programming (NLP), the science of how the brain learns, will assist any salesperson to become substantially more effective in the sales process.
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- Ed Rigsbee
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