PS_Ch08 cont

PS_Ch08 cont - Making a Good Impression (continued)...

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Selecting a seat Be aware of your surroundings Read the prospect’s nonverbal cues Getting the customer’s attention Prospects use the first few minutes to determine if they will benefit from the interaction Salespeople basically have less than six minutes to get credibility with the client Presentation openings Making a Good Impression (continued)
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Developing a rapport Should be the goal of every salesperson Small talk Office scanning Consider cultural and personality differences When things go wrong Maintain the proper perspective and a sense of humor Apologize Making a Good Impression (continued) Rapport in selling is a close, harmonious relationship founded on mutual trust.
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Introduction opening Simply introduce yourself Referral opening Tell about someone who referred you to the buyer Benefit opening Start by telling some benefit of the product Product opening Demonstrate a product feature and benefit as soon as you walk up to the prospect Compliment opening Start by complimenting the buyer or buyer’s firm Openings That Salespeople Can Use to Gain Attention (Use These!!!!)
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PS_Ch08 cont - Making a Good Impression (continued)...

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