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We all know that a part of salesmanship is giving the customer
what they want
and need. With
that said, it is important to first understand that we all have basic
human needs. We all have the need for food, clothing and
shelter, but most of us
want more in life than the bare necessities. We all want some pleasures in life.
It's just human nature.
Some measure their success by how many pleasures in life
they can give
themselves.
Others measure their success by how much they can help others.
By finding out the personal interest of the prospect the
salesman can decide
what sales approach will work best. This can give you a
huge advantage in your
sales approach because it will open the door to a wide
range of sales possibilities.
Find out what's close to the prospects heart and zero in
on it. Many factors can
contribute to a prospects interests. Their interests may
be affected by life
experiences, education and financial condition. What
state of mind and health is
the prospect in?
What habits have they formed?
Are they heavily influenced by
friends and associates?
By listening to and observing the prospect you can learn
a lot about what interests them.
Is the prospect interested in something that will
contribute to their well-being?
Do they want something that will give them pleasure, or
save them time and
energy?
Don't make the mistake of trying to satisfy all of what
appeals to the prospect.
One may offset the others making none of them
effective. Focus on one, or two
things that motivates the prospects greatest desires
then choose the one that
relates best to the others and play those things up in
your sales approach.
Here is something you may want to keep in mind. The entire range of human
Interests falls into seven groups…protection, power,
popularity, property, affection,
sensation and sentiment.
Copyright © 2008 Gloria
Whitehorn and www. Dovemang.com All rights reserved
About The Author: Gloria Whitehorn is a
freelance writer, business coach and an
authority on salesmanship and business
practices. Check out her site that's
jam-packed with the exact information you
need to start, build, and grow your
very own profitable Internet business. I
highly recommend visiting her website
http://www.dovemang.com She knows what she's talking
about.
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