 | Making the Sales Call
SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: - How should the salesperson make the initial approach to make a good impression and gain the prospect's attention?
- How can the salesperson develop rapport and increase source credibility?
- Why is discovering the prospect's needs important, and how can a salesperson get this information?
- How can the salesperson most effectively relate the product or service features to the prospect's needs?
- Why is it important for the salesperson to make adjustments during the call?
- How does the salesperson recognize that adjustments are needed?
- How can a salesperson effectively sell to groups?
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