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Click Board! After Action Review Source The After Action Review is a extremely highly effective technique that helps teams and organizations learn how to achieve excellence. This .pdf file has the basic idea. http://www.fireleadership.g ov/toolbox/after_action_re view/aar.pdf The Art of Conversation Here is a guide for the shy person. What do you say after you say hello? What would you say after you said hello to Paul McCartney? Michael Jordan? Be prepared. http://www.entertainmates. com/experts/conversation. asp |
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Well-Spoken
"Good teaching is
one-fourth preparation
and three-fourths pure
theatre>"
Gail Goodwin
"No one realizes how
beautiful it is to travel
until he comes home
and rests his head on
his old, familiar
pillow."
Lin Yutang
"Good teaching is
one-fourth preparation
and three-fourths pure
theatre>"
Gail Goodwin
"No one realizes how
beautiful it is to travel
until he comes home
and rests his head on
his old, familiar
pillow."
Lin Yutang
ManagerZine Archive Favorite
17. Getting to the Heart of
Selling: Part 3--Offer Options
Once a salesperson understands a customer’s
business and needs, he or she is able to
recommend a solution. Most customers are wary
of one-solution answers to their problems. They
want to see alternatives. They want to be
educated about what differentiates the choices a
salesperson brings from the competition’s.
Customers want to gauge the impact of different
solutions on their problem.
When customers gets involved with choosing
alternatives, they are literally looking into the
future and testing what might be the result. It
could involve a demonstration, a test drive, a try-
on, a pilot program, a working prototype, or just a
rich description of what’ll be. The point is,
whether he or she is selling suits or
communication satellites, the salesperson needs
to guide this trying-on process, emphasizing the
impact of the features and benefits of different
alternatives on customer needs, and helping the
customer weigh the good and the bad.
As a result, salespeople have made the buying
decision a choice among different options for the
customer. The customer makes an informed
decision, the salesperson makes a difference to
the customer’s buying process.
Copyright 2008, Singularity Group, Inc.
17. Getting to the Heart of
Selling: Part 3--Offer Options
Once a salesperson understands a customer’s
business and needs, he or she is able to
recommend a solution. Most customers are wary
of one-solution answers to their problems. They
want to see alternatives. They want to be
educated about what differentiates the choices a
salesperson brings from the competition’s.
Customers want to gauge the impact of different
solutions on their problem.
When customers gets involved with choosing
alternatives, they are literally looking into the
future and testing what might be the result. It
could involve a demonstration, a test drive, a try-
on, a pilot program, a working prototype, or just a
rich description of what’ll be. The point is,
whether he or she is selling suits or
communication satellites, the salesperson needs
to guide this trying-on process, emphasizing the
impact of the features and benefits of different
alternatives on customer needs, and helping the
customer weigh the good and the bad.
As a result, salespeople have made the buying
decision a choice among different options for the
customer. The customer makes an informed
decision, the salesperson makes a difference to
the customer’s buying process.
Copyright 2008, Singularity Group, Inc.