December 28, 2007|
Trust is Key
Building trust is one of the most important elements of a successful
sales career. If the customer has an ounce of distrust in you, you might as well forget the sale.
Thatís where transparency comes in.
Here is a great story at CNNMoney.com about how Howard Behar, founder of Starbucks, used transparency
to build trust.
read story from CNNMoney.com
Getting Customers to Open Up
Probing questions require a subtlety that wonít offend customers,
especially when you think they are holding information from you. And that information is probably
what can be used to close the sale.
Keith Rosen, The Executive Sales Coach, shares with readers at BusinessWeek tips on how to break
through a customerís mental wall.
read story from BusinessWeek