{"id":166,"date":"2006-07-13T08:33:02","date_gmt":"2006-07-13T13:33:02","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=166"},"modified":"2006-07-13T08:33:34","modified_gmt":"2006-07-13T13:33:34","slug":"are-your-salespeople-doing-these-things","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/07\/are-your-salespeople-doing-these-things\/","title":{"rendered":"Are Your Salespeople Doing These Things?"},"content":{"rendered":"

Lists . . . we love ’em. Here is a good one from justsell.com. 17 things a salesperson should continually be doing during the selling process<\/a>. I’ll repost them all here with my emphasis:<\/p>\n

  • positively expectant<\/li>\n
  • enthusiastic<\/li>\n
  • asking questions<\/li>\n
  • listening <\/font><\/li>\n
  • qualifying the opportunity (for both parties)<\/font><\/li>\n
  • discovering hot buttons (what’s in it for them)<\/li>\n
  • building rapport<\/li>\n
  • establishing trust<\/li>\n
  • developing credibility<\/li>\n
  • developing a valuable relationship<\/li>\n
  • addressing objections<\/li>\n
  • planning next action steps<\/li>\n
  • confirming understanding<\/li>\n
  • asking for referrals<\/li>\n
  • seeking additional opportunities to serve & sell<\/li>\n
  • evaluating responses & results (positive\/negative)<\/li>\n
  • affirming decisions (minimizing buyer’s remorse)<\/li>\n

    Obviously these are all important selling activities. When you get down to the brass tacks of selling, it comes down to asking the right questions and then shutting your mouth and actively<\/em> listening. The stereotypical image of a salesperson is someone who can tell a real stemwinder of a features\/benefits story. That couldn’t be further from the truth.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Lists . . . we love ’em. Here is a good one from justsell.com. 17 things a salesperson should continually be doing during the selling process. I’ll repost them all here with my emphasis: positively expectant enthusiastic asking questions listening qualifying the opportunity (for both parties) discovering hot buttons (what’s in it for them) building rapport establishing trust developing credibility developing a valuable relationship addressing objections planning next action steps confirming understanding asking for referrals seeking additional opportunities to serve & sell evaluating responses & results (positive\/negative) affirming decisions (minimizing buyer’s remorse) Obviously these are all important selling activities. When you get down to the brass tacks of selling, it… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-2G","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/166"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=166"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/166\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=166"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=166"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=166"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}