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How to sell almost anything

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secrets sell almost anything

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How to sell almost anything

  1. 1. Huthwaite is a sales coaching company based in Arlington, Va., with 10 offices worldwide, including in Brazil, Australia and Singapore. It teaches a sales method developed 30 years ago by British behavioral psychologist Neil Rackham, who studied more than 35,000 sales calls in 40 countries. We talked to Huthwaite's chief executive, John Golden, about the company's approach. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and Presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  2. 2. Research the customer's needs Do your homework before you start selling. If you are selling medical devices and your client is a hospital, probe the hospital's needs before your first meeting How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  3. 3. Ask the customer about her goals When you first talk to a buyer, ask her what she needs and how she wants to use your products. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  4. 4. Use your research to ask insightful questions Act as a facilitator to help the buyer learn more about how she might use your product How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  5. 5. Listen carefully Salespeople who use the Hut Waite approach often do more listening than talking. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  6. 6. Come across like a consultant. Make the customer feel she is getting the advice of an expert who can help her improve her business. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  7. 7. If the buyer has a purchasing team, approach each member individually. Go beyond the team leader and tap each person to ask questions and address individual questions and concerns. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  8. 8. Present your product as a way to solve the buyer's problems. Emphasize the customer's needs over the product's qualities. How To Sell Almost Anything Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000
  9. 9. Thanks & Good results Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam Contact: [email_address] Cell phone: +84 945181000

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