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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
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Tag Archives: Communication
Sales Techniques – Selling with Empathy
Sales Techniques -Selling with Empathy “Empathy is listening with you own heart to another’s heart” Stephen Covey Doctor and author of “Empathy: can it be taught?”, Frederic Platt outlined 6 steps for doctors interested in using empathy to improve their bedside manner. I have adapted used and taught them in many sales training courses over the years. Using empathy is more than just using selling techniques, it’s the very essence of customer-centric selling. 1. Recognise the presence of emotion (Fear, anger, frustration, disappointment) 2. Pause and imagine how the customer might be feeling 3. State your perception of the customers … Read more
Posted in Communication, Personal Development
Tagged Communication, customer-centric selling, empathy, personal skills
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Selling Techniques – Putting Empathy Into Action
Selling Techniques – Putting Empathy Into Action “Empathy is trying on someone else’s shoes – Sympathy-wearing them” Unknown Empathy is an emotional skill and is necessary to both understand and practice if you are going to be one of the great ones. The best way to understand empathy is to recognize it. The following are a few example of empathy in motion. 1. “Would it be possible to get a new pair, because it’s a manufacturing fault and I need to go jogging this evening?” asked the rather unhappy customer. “I’m sorry sir, but our companies’ policy is to send … Read more
Posted in Sales Leadership
Tagged Communication, empathy, personal skills, sales techniques
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Selling Techniques – Be Interested Rather Than Interesting
Selling Techniques – Be Interested “To be interesting be interested” Dale Carnegie Dale Carnegie’s work is a classic for a reason. His advice to sales people is timeless and his description of sales techniques serves us well in sales and in life. It was Christmas Eve. It had been a long and busy day working in the store supporting the team in the final rush before closing for the holiday. I was driving home about 9 PM, tired but content with 3 weeks vacation ahead of me. In my car cassette player I had been listening to Dale Carnegie’s book … Read more