In the olden days of sales there was a very popular model of\nthought, which told salesmen to \u201calways be closing\u201d. The idea was that your end\ngoal was the sale and therefore, everything you do should be in the mindset of\nyour end goal. Whether you are introducing yourself or shaking the hand of a\npotential client, the job of a salesman was to be focused on closing that deal.\nThis is a pretty aggressive view of sales, and as a result many people believe\nsales people to be pushy, dishonest, and greedy. <\/p>\n\n\n\n
The modern-day advice for salesmen, is no longer always be\nclosing. Instead it is Sandler Rule number 16: \u201cNever ask the prospect for the\norder\u201d. This means make the prospect close the deal for you with some well-placed\nquestions. For example, after discussing the pain of the customer and how your\nproduct can fix their situation, maybe ask the customer \u201cIs this something you\nwould like us to do for you?\u201d.<\/p>\n\n\n\n
Customers want to be in control over the conversation they\nwant to feel like they are making the decisions, so that\u2019s exactly what the salesman\ndoes. Salesmen ask questions shut up and let the prospect do all the work for\nyou. <\/p>\n","protected":false},"excerpt":{"rendered":"
In the olden days of sales there was a very popular model of thought, which told salesmen to \u201calways be closing\u201d. The idea was that your end goal was the sale and therefore, everything you do should be in the mindset of your end goal. Whether you are introducing yourself or shaking the hand of […]<\/p>\n","protected":false},"author":206,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-6036","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6036","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/206"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=6036"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6036\/revisions"}],"predecessor-version":[{"id":6037,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/6036\/revisions\/6037"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=6036"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=6036"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=6036"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}