Publisher's Synopsis
Your service counter sells some service, maintenance, and repair but it always seems like more could be sold. As a salesperson yourself, you feel like some days everyone buys while other days few customers say 'yes' to work that is really needed. What is the secret to improving sales, or consistency of sales, when selling service, maintenance, and repair - no matter the market conditions? You must create Need Recognition.The full answer is that your sales staff must know and understanding the Customer Buying Process, have a consistent Sales Process from which to learn and grow, and focus on Kaizen, or continuous improvement. Selling is all about customer psychology and a little about your own psychology. It is also about planning, structure, and discipline. This complete guide provides a structure and process that allows a salesperson to guide the purchase process all the way through to a positive decision. Learn: -The Customer Buying Process-A simple Sales Process that can be applied to any selling process you already may use.-The reason behind, and how to use, the 3 C's for simplifying communication.-Techniques to create Need Recognition that leads a customer into the Buying Process.-How to improve listening skills.-Selling to the four Customer Types - what they need and don't need in order to buy.-A strategy for Kaizen.-Proven word tracks that reinforce customer confidence.
