Business Learning Centre

Increasing sales is one of the main targets all companies. I have trained many salespeople over the years. I watched them do role-playing activities in the classroom, and often I also went with them when visiting customers to make sales. I watched how they sell. Some have done very well, some were confident, some do it smoothly, and some people longer to master them with good product knowledge. Many salespeople feel less effective in dealing with customer complaints. Consequently, they are very attentive and do a lot of effort to develop the ability to handle customer complaints effectively.

Their efforts paid off, they grow, they increase sales performance, they are happy, their bosses happy, and everyone was happy. But for me, it is only 45-60% of the ability or potential. As I watched the vendors in doing a sales presentation, they actually can increase sales more than twice as much or more than twice as fast, if they are able to develop one of these other skills. Problems that exist in MOST of salespeople is that they do not know when it’s time to STOP TALKING! Sometimes I almost interrupted and told the salesperson and soon to STILL CLOSE SALES!

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