The secret to creating dialogue is for the salesperson to ask a question about profitability — not tell about profitability — until after the purchasing agent has spoken. In other words, the key to selling a purchasing agent is asking for their experience and for their wisdom. They see hundreds of salespeople. They’ve heard every line in the book. But they’re also spending hundreds of thousands, maybe millions, buying from salespeople.
By asking the right questions, creating the right dialogue, and using proper engagement strategies – you could be one of the salespeople that gets the order.
And if the relationship grows, you’ll be one of the salespeople that gets the order and makes a profit.
Jeffrey Gitomer is the author of The Little Red Book of Selling and The Little Red Book of Sales Answers. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to email@example.com
c 2006 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer . 704/333-1112