Dale Carnegie was an American writer and has created many famous courses in self-improvement, sales, public speaking and interpersonal skills.
Born in Missouri, he wrote the best-seller “How to Win Friends and Influence People”.
Here you can find 3 of his most effective sales tips:
I will never stop highlighting the importance of active listening, in the sales process.
If you focus on listening to your customers, most of the time they will tell you everything you need to know to close the sale.
Remember: you were not born by chance with a mouth and two ears, you need to listen to what your customers have to say and everything else will happen naturally.
Arouse an “eager want.”
Forcing your client and moving forward with your monologue is the beginning of the end of any negotiation, in fact, if your goal is to lose money or your job this is the most effective strategy for this type of goal 🙂
If instead, your goal is to conclude your negotiations successfully, then I suggest you adapt your conversations to the needs of your customers,
Put yourself in the shoes of your client, do everything you can to understand what he/she really wants and offer him/her the solution.
Remember: It’s not about you, it’s about them,
It is crucial to understand the motivations of your clients, this is the key to winning in this extraordinary profession.
Let customers sell themselves
As I said, if you listen carefully and if you genuinely care about your customers, they will tell you everything you need to know to close the deal.
Show your customers that you are genuinely interested in them and show integrity in your communication (both verbal and non-verbal).
Successful salespeople know exactly how to make customers feel comfortable and how to persuade them gently so that they feel like they have made the decision themselves regardless of the sales person’s suggestions and this can be achieved through an intelligent use of questions.
As Sam Walton says: “There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else “.
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