Sales competition workshop 1: professional selling. 5/11/2012. Professional Selling: Theory and Application.
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“Professional selling is the interpersonal communication process in which a seller uncovers and satisfies the needs and wants of a prospect to the mutual, long-term benefit of both parties.”
"Show up for every important business meeting 15 minutes ahead of the scheduled meeting time"
What clues may show up for different social styles?
What makes some salespeople standout?
“What could make the customer more delighted?”
Which will be best for the different social styles?
You must listen to be able to respond!
Where V = Value, Q = Quality, and P = Price
The value of a delivered product or service increases as the quality of that product/service increases or the price of that product/service declines