TITLE

Unusual strategies for closing more sales

AUTHOR(S)
Graham, John
PUB. DATE
March 2010
SOURCE
Enterprise/Salt Lake City;3/8/2010, Vol. 39 Issue 39, p9
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article discusses unconventional strategies for successful business deals. It discusses that a salesperson has to develop sensitivity to the behavior of customers, must be aware of potential conflicts in every sale and must acknowledge customers' expression of superiority. The author adds that a salesperson should also learn how to let the customer take the lead, and to be more gender aware. According to the article, selling entails communicating creativity to buyers and catching their imagination.
ACCESSION #
48843040

 

Related Articles

  • Selling Effectively. Sant, Tom // Sales & Service Excellence Essentials;May2009, Vol. 9 Issue 5, p16 

    The article discusses ways on how to sell products or services effectively amid the economic downturn. The buying trends during this situation are discounts and concessions and offers that address the customers' vulnerabilities instead of opportunities. With this, the sales force is advised to...

  • APPLIANCE SALESMEN SHOW RESOURCEFULNESS UNDER SEVERE STRAIN.  // New Yorker;1/26/1963, Vol. 38 Issue 49, p120 

    The article discusses how salesman are resourceful in dealing with different situations that may affect their business. One example is adjusting the schedule of merchandising depending on current events. Another way is knowing how to deal with different clients including those who are not...

  • Once Bitten, Twice Shy. Hackett, Otis // Dealernews;Jul2004, Vol. 40 Issue 7, p22 

    Talks about the impact of bad customers on salesperson. Distinctive characteristics of customers; Ways to handle scrupulous consumers; Percentage of the overall customers difficult to deal with.

  • Three mistakes that keep you from closing sales. Chase, Landy // New Orleans CityBusiness (1994 to 2008);10/02/2000, Vol. 21 Issue 15, p22 

    Focuses on the factors influencing the closing sales of sales personnel in the United States. Statements imposing a negative consequence on a buyer's decision; Importance of setting deadlines in a sales presentation; Implications of hiring skills for sales staff training result.

  • Making The `Missed Connection' A Thing Of The Past: Improving Sales Through Understanding... Daniels, Dinah // American Salesman;Nov99, Vol. 44 Issue 11, p14 

    Discusses the importance of understanding the needs and behaviors of customers in the selling process. Requirements for a salesperson to make a connection with his prospects; Information on the Predictive Selling Lab, a tool that helps sales personnel recognize and adapt to their prospects'...

  • SALES TOOLBOX.  // Sales Insider;3/9/2012, Vol. 6 Issue 131, p3 

    The article offers advice to salespersons on how to get much needed information from prospects including getting clues to what is really bothering them, determining the best approach to selling, and replacing the "no problem" parse with "yes of course."

  • Don't give up, buying cycles are getting longer. Graham, John R. // Business Journal (Central New York);12/17/99, Vol. 13 Issue 50, p19 

    Presents tips on how longer buying cycles can be of advantage to salespeople. Getting a picture of the customer's buying cycle; Preparing oneself for an extended buying cycle; Becoming a part of the customer's thinking.

  • Customer Identities: Customers as Commercial Friends, Customer Coworkers or Business Acquaintances. Swan, John E.; Goodwin, Cathy; Mayo, Michael A.; Richardson, Lynne D. // Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p29 

    In an effort to better understand relationships between salespersons and their customers, in-depth interviews with salespeople were used to establish a classification schema of customer types or identities. Using identity theory, three categories of customer identities were identified and...

  • Categorization of customers by retail salespeople. Sharma, Arun; Levy, Michael // Journal of Retailing;Spring95, Vol. 71 Issue 1, p71 

    Retailers should be interested in the way their salespeople categorize customers. Sales- people's descriptions of customer categories contain information about the nature of customers and how salespeople sell to customers. Customer category information can be used by retailers to aid in their...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics