Friday, October 06, 2006

Sales Tips

Sales guru Tom Hopkins offers some tips to help close a deal:

  1. Ask questions that don’t leave room for no. “I could visit you today at 3, or would tomorrow at 9 be better?”
  2. Never use the word “price” or “cost”. Say investment.
  3. Never ask for “an appointment”. It suggests a serious time commitment. Say “I’ll be in the area, and I was hoping I could just pop by and visit.”
  4. Don’t ask, “May I help you?” They’ll reply, “We’re just looking.” Ask instead what brought them into the store today.
  5. Isolate areas of agreement. You need a lot of “little yeses” on the way to getting a “big yes”.

Reference: Kotler & Keller, “Marketing Management”, 12th edition

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