Getting the edge in professional selling
Terence A. Hockenhull
Most salespeople like to think of themselves gregarious and outgoing by nature. They display a high degree of personal confidence and generally find it easy to talk to complete strangers, quickly establishing rapport. Yet reliance on rapport building as a means to selling is not an effective strategy. Today’s business decisions are based on a very solid grounding of common sense and meeting specific business objectives. Return on investment, value for money and advantages accruing as a result of buying capital equipment or availing of services are all carefully considered before a final agreement is reached and the vendor advised of a successful sale.