Saturday, April 30, 2011
Strengths Based Selling: #5 Assessing Opportunity
Assessing Opportunity: One old rule in sales is that the more face-to-face meetings you get, the more likely the sale. The authors preach (not unlike advice in other sales books) talking to the right person, the decision maker. Then, they advocate using your talents and strengths to assess the deal. They also raise the issues of recognizing when people are ready to buy. Often customers will smile, nod and nonverbally indicate their willingness to sign…don’t over talk a sale. When they’re ready to buy, use your strengths and instincts to recognize and ask for the sale.