VALUABLE MANUAL: ESSENTIAL MANAGER’S MANUAL BY ROBERT HELLER AND TIM HINDLE.

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COMMUNICATING CLEARLY:

Communicating to sell:

Selling is basic to business, and not only in persuading external customers to buy. In all business situations, you can see established sales techniques to gain the agreement of others, enlist support, obtain resources, and overcome any opposition.

POWER TIPS:

  • If you want to “soft sell”, make your point in the form of a question.
  • Listen to objections from potential customers – they may give clues to help you make a sale.
  • Ask a colleague to read your business letters to check they are clear.
  • Approach any sale as a joint exercise between you and the buyer.

SELLING IDEAS AND CONCEPTS:

Try some of the soft- and hard -sell phrases below next time you want to sell an idea.

“I developed this from something you said to me the other day”.

“We haven’t got long to consider this latest proposal – it’s basically now or never”.

“This is what you’ve been looking for. If we don’t do it, one of our competitors will for sure”.

“Nobody else could do this as well as we could”.

 

With respect.

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